Senior AI Solutions Sales Executive

Instacart

1d • $122,000 - $220,000 • Remote

About The Position

Instacart is building agentic AI solutions directly with and for grocery retailers — and the commercial infrastructure to sell them is being built in real time. We're hiring a Senior Retail Solutions Sales Executive to own that commercial motion end-to-end. This role sits at the intersection of enterprise sales and frontier AI, and the person who fills it will have a direct line of sight to how Instacart becomes the leading AI partner in grocery.

Requirements

• 7+ years of experience in enterprise sales, commercial partnerships, or business development, with a strong track record of closing complex, high-value deals involving multiple stakeholders and non-standard commercial structures.
• Demonstrated ability to structure and negotiate sophisticated commercial agreements — comfortable with contract terms, pricing mechanics, risk allocation, and the dynamics of complex deal negotiation.
• Experience navigating lengthy enterprise procurement processes, including coordinating across legal, finance, information security, and executive stakeholders both internally and at the customer.
• Strong commercial acumen and executive presence — able to hold credible commercial conversations with VP-level+ retailer stakeholders, with good instincts for when to push and when to flex.
• Comfort operating in an early-stage function where the commercial playbook is still being written; energized by building rather than inheriting.

Nice To Haves

• Prior experience selling technology solutions into grocery retail or adjacent consumer industries — understanding how grocery retailers evaluate and procure technology partnerships.
• Familiarity with emerging AI commercial models — usage-based pricing, outcome-linked fees, pilot-to-enterprise conversion structures — or a demonstrated ability to get up to speed on new commercial paradigms quickly.

Responsibilities

• Establish and prove a commercial playbook, including pricing frameworks, SOW templates, milestone- and outcome-based models, and multi-year partnership structures that become the standard for all AI engagements.
• Close multiple complex AI engagements, from initial scoping through signed contract, with clean handoffs to delivery teams and clear accountability for commercial commitments throughout each engagement lifecycle.
• Build trust with retailer stakeholders at the VP level and above by running disciplined, well-structured deal processes that reflect the value of what Instacart is delivering.
• Ensure internal deal processes (legal, finance, security, executive sign-off) run smoothly and efficiently, without creating bottlenecks that slow momentum on active deals.
• Regularly feed market intelligence from commercial negotiations back to AI Solutions leadership, directly shaping pricing models and go-to-market approach.

Benefits

• Highly market-competitive compensation and 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