[Remote] Enterprise Sales Manager, StoreFront Pro

Note: The job is a remote job and is open to candidates in USA. Instacart is transforming the grocery industry by providing innovative solutions for grocery delivery. The Enterprise Sales Manager will own a portfolio of mid-market and enterprise grocery retailers, driving the commercial strategy for Storefront Pro adoption and collaborating with various internal teams to enhance customer experience.

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 (10pp+ YoY sales growth, 65%+ platform cost offset through ad monetization) 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 — spanning omnichannel UX, AI-powered personalization, retail media monetization via Carrot Ads, loyalty and SNAP/EBT integration, and flexible fulfillment
• 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

Skills

• 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
• 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

Benefits

• Instacart is a Flex First team
• Flexibility to choose where they do their best work—whether it’s from home, an office, or your favorite coffee shop
• Regular in-person events
• Sales Incentive Plan
• Cash variable incentive target is based on individual sales performance
• Sales incentive pay is contingent on performance and paid in accordance with the terms of the applicable Sales Incentive Plan
• Eligible for a new hire equity grant as well as annual refresh grants
• Instacart provides highly market-competitive compensation and benefits in each location where our employees work

Company Overview

Company H1B Sponsorship