We're transforming the grocery industry
At Instacart, we invite the world to share love through food because we believe everyone should have access to the food they love and more time to enjoy it together. Where others see a simple need for grocery delivery, we see exciting complexity and endless opportunity to serve the varied needs of our community. We work to deliver an essential service that customers rely on to get their groceries and household goods, while also offering safe and flexible earnings opportunities to Instacart Personal Shoppers.
Instacart has become a lifeline for millions of people, and we’re building the team to help push our shopping cart forward. If you’re ready to do the best work of your life, come join our table.
Instacart is a Flex First team
There’s no one-size fits all approach to how we do our best work. Our employees have the flexibility to choose where they do their best work—whether it’s from home, an office, or your favorite coffee shop—while staying connected and building community through regular in-person events. Learn more about our flexible approach to where we work.
Overview
Instacart’s mission is to create a world where everyone has access to the food they love and more time to enjoy it together. To achieve this mission, we partner very closely with 600+ retailer partners on many initiatives so that they can achieve their core objectives. As part of these initiatives and to support our retail partners, we are working on a number of innovative solutions to continue raising the bar on customer experience, quality, and efficiency.
About the Role: As an Enterprise Sales Manager you will own a portfolio of mid-market and enterprise grocery retailers and co-pilot the end-to-end commercial strategy for Storefront Pro adoption. Alongside cross-functional Business Development retail account owners, you'll be collaborating on new logo acquisition within the context of Storefront Pro.
Core to this role is the ability to navigate a complex SaaS sale with integrated components across Fulfillment, Order Management (FoodStorm), Carrot Ads, and more. You’ll be responsible for building executive relationships, shaping retailer-specific value propositions, and closing complex, multi-stakeholder deals. Your ability to structure deals that drive durable, mutual value is critical.
Other internal collaboration partners include Product, Strategic Finance, Legal and Connected Stores Strategy & Planning.
This role carries significant upside as Storefront Pro continues to scale as the lead enterprise solution for Instacart. We're looking for someone who is genuinely excited about the future of grocery eCommerce and energized by the challenge of helping retailers win in a rapidly shifting digital landscape.
About the Team: This role sits within Instacart’s Strategy & Planning team which is at the intersection of Business Development and Instacart's most strategic product initiatives. We lead go-to-market execution, drive analytical rigor into commercial decisions, and own solution sales for high-complexity, high-value products. Storefront Pro is one of Instacart's highest-priority growth investments, and this role sits at the center of that momentum — making it a rare opportunity for meaningful commercial impact within a fast-moving, high-visibility organization.
About the Job
- Joint ownership of the sales cycle for Storefront Pro across a portfolio of mid-market and enterprise grocery and retail accounts, from prospecting and pipeline development through negotiation, contract close, and onboarding handoff
- Design and execute account-specific selling strategies in close partnership with BD Retail, leveraging Storefront Pro's performance track record (10pp+ YoY sales growth, 65%+ platform cost offset through ad monetization) to build compelling, ROI-grounded business cases
- Build trusted, multi-threaded relationships with key decision-makers and influencers across retailer digital, technology, marketing, operations, and executive functions
- Develop and deliver tailored presentations and proposals that bring Storefront Pro's value proposition to life — spanning omnichannel UX, AI-powered personalization, retail media monetization via Carrot Ads, loyalty and SNAP/EBT integration, and flexible fulfillment
- Lead negotiation of complex commercial agreements, partnering with Legal, Finance, and BD leadership to structure deals that are both competitive and scalable
- Collaborate with Storefront Pro and Connected Stores MS&P to refine go-to-market strategy, sharpen positioning against competing platforms, and improve the end-to-end sales process
- Serve as a critical feedback channel between the field and internal teams — translating retailer objections, competitive dynamics, and market signals into actionable product and GTM recommendations
- Partner cross-functionally with Product, Engineering, Marketing, and Partnerships to develop custom solutions and creative deal structures for key prospects
About You
Minimum Qualifications
- 6+ years of experience in enterprise or mid-market solution sales, business development, or strategic account management — ideally in SaaS, retail technology, e-commerce platforms, or digital media
- Demonstrated track record of owning and closing complex, multi-stakeholder deals with measurable impact against revenue or growth targets
- Excellent communication skills — written, verbal, and in the room — with the ability to translate a technically rich product into a clear, executive-level business case
- A self-starter who can independently drive progress across multiple workstreams and stakeholder groups in a matrixed organization
- Comfortable with ambiguity and able to adapt quickly as the product, market, and competitive landscape continue to evolve
- Solid working knowledge of e-commerce, digital retail, or grocery technology ecosystems
- Willingness to travel as needed to build and sustain retailer relationships
Preferred Qualifications
- Experience selling white-label or platform technology to grocery, general merchandise, or specialty retail — particularly solutions that touch e-commerce, loyalty, or digital media
- Familiarity with retailer technology stacks, including third-party integrations, API-based platforms, and the operational complexity of launching or migrating a branded digital storefront
- Comfort with data analysis and financial modeling, particularly building ROI and payback period models to support retailer business cases
- Experience with or exposure to retail media networks, digital advertising monetization, or loyalty/CRM programs as part of a broader platform sale
- Understanding of fulfillment models — delivery, pickup, ship-to-home — and how they factor into a retailer's digital operations strategy
- Experience working in a high-growth, maturing organization where GTM strategy and processes are still being built
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