Enterprise Solutions Sales Manager

🕒 May 18

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Instacart

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

Founded 2012

🛍️ eCommerce

🚗 Transport

🛒 Retail

💰 $232M Venture Round on 2021-11

eCommerce • Transport • Retail

Instacart is a company that offers a flexible approach to work while transforming the grocery industry. It provides an essential service by delivering groceries and household goods to customers' doors in as little as 30 minutes. Instacart offers safe and flexible earning opportunities to personal shoppers and tackles challenges such as rerouting deliveries during snowstorms and connecting customers with coupons and deals. It aims to be the operating system for the grocery industry, thus helping customers save time for other activities. Instacart emphasizes diversity, equity, and belonging in its work culture.

📋 Description

• 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

🎯 Requirements

• 6+ years of experience in enterprise or mid-market solution sales, business development, or strategic account management • 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. • 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.

🏖️ Benefits

• Highly market-competitive compensation and benefits • Sales Incentive Plan • New hire equity grant • Annual refresh grants