Enterprise Solutions Sales Manager, StoreFront Pro

Instacart

25d • $113,000 - $142,500 • Remote

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 position requires navigating complex SaaS sales, building executive relationships, shaping retailer-specific value propositions, and closing multi-stakeholder deals. The ideal candidate will be passionate about the future of grocery eCommerce and helping retailers succeed in a dynamic digital landscape. This role is part of 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

• Sales Incentive Plan
• New hire equity grant
• Annual refresh grants

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed