Director, Pricing Strategy

November 18

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Instacart

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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.

1001 - 5000 employees

Founded 2012

🛍️ eCommerce

🚗 Transport

🛒 Retail

💰 $232M Venture Round on 2021-11

📋 Description

• Lead the development of pricing strategies for all of Instacart’s product offerings to maximize retailer success and support Instacart's business objectives. • Design and iteratively optimize scalable pricing and packaging frameworks tailored to diverse retailer segments and geographies. • Partner with Product and R&D teams to define pricing models for new products and features, ensuring alignment with retailer value and business requirements. • Conduct competitive benchmarking and market research to continually refine pricing strategies and address retailer needs effectively. • Implement and oversee go-to-market pricing strategies, including approval processes, discounting policies, and deal desk frameworks for retailer-focused offerings. • Collaborate with Finance and Revenue Operations teams to model pricing scenarios, validate assumptions, and assess the financial impact of pricing decisions. • Drive experimentation, A/B testing, and pricing pilots to validate hypotheses and identify improvements across the pricing lifecycle. • Develop sales-enablement materials to ensure revenue teams can confidently articulate the value proposition of Instacart’s pricing and packaging strategies. • Lead retailer-focused pricing governance forums to ensure consistent and transparent decision-making around pricing initiatives. • Partner with Sales Operations to report on pricing performance metrics such as win rates, ARPU, attach rates, and retention, identifying actionable insights to enhance pricing outcomes.

🎯 Requirements

• 8+ years of experience in pricing strategy, monetization, strategic finance, or related fields, with a focus on B2B SaaS, platforms, or retail technology. • Proven success in creating and executing pricing strategies that deliver measurable commercial outcomes. • Experience with both subscription-based and usage-based pricing models, including predictive financial modeling and ROI analysis. • Strong analytical capabilities with expertise in scenario modeling, elasticity studies, and conjoint/WTP analyses. • Exceptional cross-functional leadership skills with demonstrated success influencing and partnering with Product, Finance, Sales, Legal and Marketing teams. • Excellent written and verbal communication skills with the ability to simplify complex pricing strategies and present them to both internal and external stakeholders. • Demonstrated ability to think critically, adapt in ambiguous environments, and focus on continuous iteration and learning. • Experience establishing and managing pricing governance frameworks to deliver structured, cross-functional decision-making.

🏖️ Benefits

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