Instacart
grocery eCommerce
EnterpriseSolutionsSalesManager,StoreFrontPro
“Enterprise Solutions Sales Manager, StoreFront Pro at Instacart. Skills: Enterprise Solutions Sales, StoreFront Pro adoption, Commercial Strategy, Complex SaaS Sale, Executive Relationship Building, Deal Structuring. Own a portfolio of mid-market and enterprise grocery retailers. Co-pilot the end-to-end commercial strategy for StoreFront Pro adoption”
What You'll Achieve.
Drive durable, mutual value; Achieve StoreFront Pro adoption; Close complex, multi-stakeholder deals; Measurable impact against revenue or growth targets
Industry & Context.
Willingness to travel as needed to build and sustain retailer relationships
What They're Looking For.
Must Have
6+ years of experience in enterprise or mid-market solution sales, business development, or strategic account management, 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, 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
Nice to Have
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
What You'll Do.
Own a portfolio of mid-market and enterprise grocery retailers
Co-pilot the end-to-end commercial strategy for StoreFront Pro adoption
Collaborate on new logo acquisition within the context of StoreFront Pro
Navigate a complex SaaS sale with integrated components across Fulfillment
Order Management (FoodStorm)
Build executive relationships
Shape retailer-specific value propositions
multi-stakeholder deals
Structure deals that drive durable
Own 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
and onboarding handoff
Design and execute account-specific selling strategies in close partnership with BD Retail
leveraging StoreFront Pro's performance track record to build compelling
ROI-grounded business cases
multi-threaded relationships with key decision-makers and influencers across retailer digital
and executive functions
Develop and deliver tailored presentations and proposals that bring StoreFront Pro's value proposition to life
Lead negotiation of complex commercial agreements
partnering with Legal
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
and market signals into actionable product and GTM recommendations
Partner cross-functionally with Product
and Partnerships to develop custom solutions and creative deal structures for key prospects
How You'll Work.
Team & Collaboration
Collaborate with cross-functional Business Development retail account owners; Collaborate with Product, Strategic Finance, Legal and Connected Stores Strategy & Planning; Collaborate with StoreFront Pro and Connected Stores MS&P; Partner cross-functionally with Product, Engineering, Marketing, and Partnerships
Communication Scope
Excellent communication skills — written, verbal, and in the room; Ability to translate a technically rich product into a clear, executive-level business case
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