Manager, Mid Market Sales

Instacart

12h•$138,000 - $174,000•Remote

About The Position

Instacart's Brand Partnerships team is at an inflection point. As we continue rapid expansion across our network of 1,500+ retail banners, the Mid-Market segment represents one of our highest-growth opportunities — and it needs a leader who can turn a team of early-career sellers into a high-performing, revenue-driving engine. We’re hiring a Sales Manager to build that team, own their development, and ensure CPG brands of all sizes see Instacart as an indispensable growth partner. This role sits at the intersection of people leadership, digital advertising, and the CPG eCommerce landscape, and the person who fills it will have a direct line of sight to double-digit year-over-year advertising revenue growth.

Requirements

5–10 years of sales experience
2–3 years of first-line people management (directly managing individual contributors)
Proven track record of exceeding sales goals/quota both as an individual contributor and as a manager
Demonstrated success developing and coaching early-career sales professionals with measurable results
Experience implementing scalable coaching frameworks and sales methodologies in high-growth environments
Strong cross-functional collaboration skills with a track record of navigating complex, matrixed organizations
Willingness to travel ~20–30% for team meetings, customer visits, and industry events

Nice To Haves

Digital advertising experience, particularly in paid search, display, or retail media
Background in CPG, eCommerce, or marketplace sales environments
Familiarity with Salesforce or similar CRM tools
Previous experience as a top-performing individual contributor before transitioning into management

Responsibilities

Build a team of early-career sellers into a high-performing, revenue-driving engine.
Own the development of the sales team.
Ensure CPG brands of all sizes see Instacart as an indispensable growth partner.
Build the coaching cadence, pipeline discipline, and performance culture that drives the team to exceed quarterly targets.
Develop early-career sellers through structured 1:1s, deal coaching, and individualized development plans.
Partner closely with Account Management, Measurement Science, Insights, Ad Ops, and Product to reduce friction in the sales process and improve advertising performance and customer experience for brand partners.
Identify gaps in process, collateral, and data-sharing and implement improvements to make the entire team more efficient and effective.
Lead and support Joint Business Planning (JBP) and Upfront negotiations that drive meaningful year-over-year advertising revenue growth.
Develop C-level client relationships that make Instacart a must-buy for brand partners.