Senior Strategy & Planning Manager

Instacart

18h•$147,000 - $185,500•Remote

About The Position

Join Instacart and help shape the future of grocery. As a Senior Manager, Strategy & Planning for Fulfillment Pro, you will drive the commercial strategy for Instacart's end-to-end retailer fulfillment suite, which powers both white-label and API partners globally. This role focuses on the API partner motion across domestic and international markets, collaborating with Sales, Product, Legal, Finance, and Partnerships to convert pipeline into closed business and develop the necessary capabilities to secure deals. You will be part of the Market Strategy and Planning (MS&P) team, a group dedicated to creating strategic paths that align with Instacart's commitment to excellence and innovation. MS&P operates at the intersection of Product, Sales, Partnerships, Legal, and Finance, translating market signals and deal realities into business-driving decisions and actions. In this capacity, you will serve as the senior strategy partner for the Fulfillment Pro API motion, tackling the most critical commercial and product challenges.

Requirements

8–10+ years of progressive experience in commercial strategy, GTM strategy, deal strategy, strategy & operations, partnerships, or management consulting, with at least some experience in B2B SaaS, enterprise platforms, or retail technology.
Bachelor's degree in Business, Economics, Engineering, or a related field.
Demonstrated experience supporting enterprise pipeline and complex deals end-to-end, from qualification through commercial structuring and close.
Strong commercial instincts and comfort working with Legal and Finance on rate cards, contracting frameworks, and pricing constructs.
Experience working with Product and Engineering to translate deal-driven requirements into prioritized roadmap commitments.
Familiarity with API-based platform products and the dynamics of integrating with third-party partners.
Excellent ability to synthesize and frame data, turning messy inputs into a clear narrative and a recommended action.
Proficient with G Suite, SQL, dashboarding tools (Looker, Tableau, Mode, or equivalent), CRM (e.g., Salesforce), and standard business-process tooling.
Excellent communication skills, comfortable with senior cross-functional partners internally and with partners externally when needed.
Experience operating across Product, Sales, Partnerships, Legal, and Finance to identify and prioritize opportunities.
Thrives in ambiguity, sets direction for self and others, and executes with limited oversight.
Detail-oriented with a proactive approach to problem-solving.

Nice To Haves

Direct experience with API-based platform or developer-facing products.
Experience taking commercial products to international markets, including navigating local pricing, contracting, and partnership norms.
Background in fulfillment, logistics, last-mile, supply chain, or retail operations—either at a platform/technology company or at a retailer/3PL.
Proven track record translating field/deal signal into product investment decisions.
Experience in a high-growth startup or scale-up environment.

Responsibilities

Partner with Sales and Business Development to support the Fulfillment Pro API pipeline across domestic and international markets, including opportunity qualification, deal strategy, pipeline reporting, and forecasting.
Identify product capabilities needed to win priority deals and collaborate with Product and Engineering to scope, prioritize, and sequence them on the roadmap.
Work with Legal and Finance to develop scalable rate cards, commercial constructs, and contracting frameworks for international markets and diverse partner profiles.
Partner with the Partnerships team to evaluate, structure, and operationalize third-party integrations that enhance the Fulfillment Pro value proposition for API partners.
Act as the senior strategy partner for the Fulfillment Pro API motion, providing rigorous market, competitive, and deal-level insights to inform product investment and commercial decisions.
Establish and manage cross-functional cadences (deal reviews, capability prioritization, contract escalations, integration governance) to ensure alignment among Sales, Product, Legal, Finance, and Partnerships on priorities.
Synthesize and frame data to drive decisions, utilizing G Suite, SQL, dashboarding tools (e.g., Looker, Tableau, Mode), and CRM/business-process tooling.
Represent Instacart externally when necessary, engaging with API partners, technology partners, and at industry forums to articulate product capabilities and business value.
Lead complex, cross-functional initiatives from problem definition through senior stakeholder alignment and operational rollout.
Foster cross-functional collaboration to solve problems, embodying the value of 'Go Far Together'.
Operate with ownership and objectivity in ambiguous, fast-moving situations, crafting long-term solutions that benefit all parties, embodying the value of 'Grow the Pie'.