Deal Desk Specialist

Instacart

8d•$104,000 - $131,000•Remote

About The Position

Instacart is hiring a Deal Desk Specialist to help its Sales organization manage increasingly complex deals as new products, pricing models, and acquisitions scale. The role sits at the intersection of Sales and Finance and supports deal velocity, revenue quality, and the health of the Quote-to-Cash process. The Specialist reviews pricing, discounts, and deal structures; identifies contract risks; and helps ensure deals comply with ASC 606 and internal approval policies. The role also maintains a documented, consistent Salesforce/CPQ Quote-to-Cash process, partners with Sales, Finance, Tax, and Legal, trains teams on deal best practices, and operationalizes new programs from kickoff through rollout. This is a remote role under Instacart’s Flex First approach, with location-dependent base pay and eligibility for new hire equity and annual refresh grants.

Requirements

Bachelor's degree in Business Administration, Finance, Accounting, or Economics.
At least 4 years of experience in Deal Desk, Auditing, Finance, Partnerships, Brand Management, and/or Revenue Accounting.
Experience working with sales organizations and communicating across sales teams and external vendors.
Ability to read complex contracts and evaluate risk.
Understanding of ASC 606.
Understanding of Quote-to-Cash processes in SFDC/CPQ.
Proficiency in Excel.
Strong analytical, organizational, and time management skills, with excellent attention to detail.
Experience using AI solutions to enhance current processes and workflows.
Proactive, tactful, detail-oriented, professional, and positive approach to stakeholder relationships; able to work independently, build trust in a remote environment, and adapt to shifting priorities.

Nice To Haves

Salesforce experience.
CPQ experience.
Experience with Google Workspace (Docs, Sheets, Slides).

Responsibilities

Review and facilitate approval of pricing, discounting, and deal structures so deals can proceed efficiently and correctly.
Identify contract risks before signature and ensure deals align with ASC 606 and approval policies.
Maintain and improve the Salesforce/CPQ Quote-to-Cash process, keeping it documented, consistent, and easy to follow; catch and resolve issues before they affect customers or financial records.
Partner with Sales, Finance, Tax, and Legal to establish shared deal practices and provide guidance on when and how to engage Deal Desk.
Train teams across Instacart on deal best practices.
Own operationalization of new products, pricing models, and acquisitions from kickoff through rollout, establishing processes before volume arrives.
Use AI solutions to enhance existing processes and workflows.