About the company
Instacart is transforming the grocery industry, delivering an essential service that customers rely on for groceries and household goods, while offering flexible earnings opportunities to Personal Shoppers. Instacart is a Flex First team.
Responsibilities
- Establish and prove a commercial playbook, including pricing frameworks, SOW templates, milestone- and outcome-based models, and multi-year partnership structures.
- Close multiple complex AI engagements from initial scoping through signed contract, with clean handoffs to delivery teams.
- Build trust with retailer stakeholders at VP level and above as a credible commercial partner.
- Run internal deal processes (legal, finance, security, executive sign-off) smoothly and efficiently.
- Feed market intelligence from commercial negotiations back to AI Solutions leadership.
Requirements
- 7+ years of experience in enterprise sales, commercial partnerships, or business development, with a track record of closing complex, high-value deals.
- Demonstrated ability to structure and negotiate sophisticated commercial agreements.
- Experience navigating lengthy enterprise procurement processes across legal, finance, information security, and executive stakeholders.
- Strong commercial acumen and executive presence.
- Comfort operating in an early-stage function.
Conditions
- Remote position in the United States.
- Base pay ranges: WA $140,000 – $148,000; OR, DE, ME, MA, MD, NH, RI, VT, DC, PA, VA, CO, TX, IL, HI $134,000 – $141,500; All other states $122,000 – $128,500; CA, NY, CT, NJ $146,000 – $154,000 USD.
- OTE range: $173,500 – $220,000 USD.
- Includes Sales Incentive Plan, new hire equity grant, and annual refresh grants.