Enterprise Solutions Sales Manager, StoreFront Pro

Instacart is transforming the grocery industry by providing essential services that customers rely on for their groceries and household goods. As an Enterprise Sales Manager, you will manage a portfolio of mid-market and enterprise grocery retailers, driving the commercial strategy for Storefront Pro adoption and building executive relationships to close complex deals.

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

Requirements:

• 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