Senior Director, Enterprise Software, Growth

🕒 April 17

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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

• Act as the leader for StorefrontPro, Enterprise API (Fulfillment and Ads), and FoodStorm, owning the software portfolio's business outcomes end to end — including NRR, expansion GTV, gross revenue retention, time-to-live, implementation quality, and post-live adoption velocity. • Lead and set the strategic agenda for three Director-led teams — Retailer Delivery, Enterprise Architecture & Engineering, and Retailer Success — evolving post-sale engagement from feature enablement toward consultative business advisory that drives retailer ecommerce P&L results. • Build a senior consultative CS capability by hiring and sponsoring Principal Growth Strategists who engage retailer executives on strategy, merchandising, and operations — not just platform configuration — and who can influence roadmap adoption. • Define and operationalize the joint BD-CS operating model for enterprise accounts, setting soft standards and shared expectations that preserve BD's commercial leadership while ensuring consistent, high-quality execution and escalations. • Set the strategic standard for enterprise implementations and own time-to-live as a business lever; champion tooling, automation, and platform investments with Product and Engineering that improve launch speed, activation, and quality at scale. • Design the implementation-to-success motion as an intentionally managed lifecycle (not a document handoff), ensuring launches transition seamlessly into early-lifecycle growth with clear ownership and accountability. • Lead the Enterprise Architecture & Engineering organization — encompassing solutions architecture, technical account management (TAM), and forward-deployed engineering — to drive technical delivery excellence, ecosystem and API adoption, integration quality, and platform reliability across the retailer portfolio. • Represent the portfolio narrative to executive leadership — integrating delivery performance, post-live growth, pipeline risk, and outlook — while maintaining executive presence with retailer counterparts during high-stakes moments.

🎯 Requirements

• 12+ years of enterprise software leadership spanning post-sale functions at a B2B SaaS or enterprise technology company. • Direct, accountable leadership of a professional services, implementation, or delivery organization, with demonstrated understanding of org design, quality drivers, and scale failure modes. • Direct, accountable leadership of a customer success or account management organization responsible for post-live growth, NRR, and expansion. • Ownership of a combined post-sale P&L with $200M+ ARR, accountable across the full customer lifecycle (implementation through renewal/expansion). • 5+ years managing Director-level leaders across distinct functional disciplines, with a track record of setting standards and holding senior leaders accountable without micromanagement. • Proven success operating in a BD/Sales-led commercial environment and establishing shared norms across BD, Delivery, and CS without imposing rigid process. • Experience leading or directly managing a solutions architecture, technical account management, or professional services engineering function, with an understanding of how technical delivery teams complement commercial account teams on shared enterprise accounts. • Demonstrated ability to integrate technical and commercial organizations under a unified operating model — including solutions architecture, technical account management, and engineering functions alongside commercial success teams — while preserving functional depth and career paths within each discipline. • Deep familiarity with enterprise retail, grocery, or adjacent complex B2B domains, including how large retailers evaluate, implement, and scale technology solutions.

🏖️ Benefits

• Instacart provides highly market-competitive compensation and benefits in each location where our employees work. • This role is eligible for a new hire equity grant as well as annual refresh grants.