Enterprise Solutions Sales Manager, StoreFront Pro
About The Position
Instacart is seeking an Enterprise Sales Manager to own a portfolio of mid-market and enterprise grocery retailers. This role involves co-piloting the end-to-end commercial strategy for Storefront Pro adoption and collaborating with cross-functional teams on new logo acquisition. The ideal candidate will be adept at navigating complex SaaS sales, building executive relationships, shaping value propositions, and closing multi-stakeholder deals. This position offers significant upside as Storefront Pro scales and is ideal for someone passionate about the future of grocery eCommerce and helping retailers succeed in a dynamic digital landscape. The role sits within Instacart's Strategy & Planning team, focusing on go-to-market execution, analytical rigor, and solution sales for high-complexity products.
Requirements
- 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.
Nice To Haves
- 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.
Responsibilities
- 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 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.
- 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.
Benefits
- Highly market-competitive compensation and benefits
- Sales Incentive Plan
- New hire equity grant
- Annual refresh grants
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
No Education Listed
