Sales Development Representative II, Emerging - Instacart Business

Instacart

8d•$48,006 - $61,000•Remote

About The Position

Instacart Business is building a B2B purchasing experience for teams that need fast, reliable delivery of food, office essentials, and last-mile supplies. The Sales Development Representative II will own full-cycle sales for emerging-market accounts, helping define how Instacart Business reaches and wins customers in this segment. The role combines outbound prospecting and sales execution with strategic partnership across product and operational teams. The successful candidate will develop a self-sourced pipeline through consistent daily outreach, generate new-logo revenue from initial contact through signed deal, and meet or exceed monthly and quarterly quota. They will also build repeatable prospecting and closing playbooks, share customer insights with cross-functional partners, and develop expertise in tailored demonstrations, ROI narratives, and multi-stakeholder sales processes.

Requirements

At least 2 years of B2B sales experience in SDR, BDR, or AE roles, focused on outbound prospecting and new-logo acquisition.
At least 1 year owning a full sales cycle for SMB or emerging-market accounts, including discovery, demos, negotiation, and closing.
Documented recent track record of meeting or exceeding quota for pipeline generation and/or closed-won attainment.
Proficiency with Salesforce CRM and at least one sequencing tool, such as Outreach or Salesloft, plus LinkedIn Sales Navigator or a similar data-enrichment tool.
Strong written and verbal communication skills, including the ability to tailor messaging to Operations, Facilities, HR/Workplace, and Procurement personas.
Ability to work West Coast hours; candidates must be based in the United States or Canada.
Bachelor’s degree or equivalent practical experience.

Nice To Haves

Experience selling logistics, delivery, e-commerce, procurement, workplace or office services, foodservice, or expense-management solutions.
Familiarity with MEDDICC, BANT, or SPICED and disciplined pipeline management and forecasting.
Experience building early-stage sales motions or playbooks in a high-growth or startup environment.
Comfort running tailored demos and ROI/value narratives for multiple stakeholders and buying committees.
Experience partnering with Product and Engineering to influence pilots, beta programs, or roadmap priorities based on customer feedback.

Responsibilities

Build a healthy, self-sourced pipeline of emerging-market prospects through 40–60 daily outbound touches and maintain 3x or greater pipeline coverage.
Own the full sales cycle for emerging-market accounts, from first touch and discovery through demonstration, negotiation, and close.
Generate net-new closed-won revenue and meet or exceed monthly and quarterly quota.
Develop and test repeatable prospecting and closing playbooks, including refined ideal customer profiles, A/B-tested sequences, and conversion benchmarks.
Partner with Product, Engineering, Marketing, and Operations, sharing customer feedback to inform roadmap conversations, pilots, and packaging decisions.
Run tailored demos and develop ROI narratives for multiple personas; navigate buying committees with confidence.