We’re transforming the grocery industry

At Instacart, we invite the world to share love through food because we believe everyone should have access to the food they love and more time to enjoy it together. Where others see a simple need for grocery delivery, we see exciting complexity and endless opportunity to serve the varied needs of our community. We work to deliver an essential service that customers rely on to get their groceries and household goods, while also offering safe and flexible earnings opportunities to Instacart Personal Shoppers.

Instacart has become a lifeline for millions of people, and we’re building the team to help push our shopping cart forward. If you’re ready to do the best work of your life, come join our table.

Instacart is a Flex First team

There’s no one-size fits all approach to how we do our best work. Our employees have the flexibility to choose where they do their best work—whether it’s from home, an office, or your favorite coffee shop—while staying connected and building community through regular in-person events. Learn more about our flexible approach to where we work.

Why this role is on the menu

Instacart is building agentic AI solutions directly with and for grocery retailers — and the commercial infrastructure to sell them is being built in real time. We’re hiring a Senior Retail Solutions Sales Executive to own that commercial motion end-to-end. This role sits at the intersection of enterprise sales and frontier AI, and the person who fills it will have a direct line of sight to how Instacart becomes the leading AI partner in grocery.

What you’ll cook up in your first year

• A commercial playbook is established and proven — including pricing frameworks, SOW templates, milestone- and outcome-based models, and multi-year partnership structures that become the standard for all AI engagements going forward.
• Multiple complex AI engagements are closed, from initial scoping through signed contract, with clean handoffs to delivery teams and clear accountability for commercial commitments throughout each engagement lifecycle.
• Retailer stakeholders at the VP level and above trust Instacart as a credible commercial partner — because you’ve run disciplined, well-structured deal processes that reflect the value of what we’re delivering.
• Internal deal processes (legal, finance, security, executive sign-off) run smoothly and efficiently, without creating bottlenecks that slow momentum on active deals.
• Market intelligence from commercial negotiations is regularly fed back to AI Solutions leadership, directly shaping how we evolve our pricing models and go-to-market approach.

The secret ingredients we’re looking for

Must-have pantry staples (Minimum Qualifications)

• 7+ years of experience in enterprise sales, commercial partnerships, or business development, with a strong track record of closing complex, high-value deals involving multiple stakeholders and non-standard commercial structures.
• Demonstrated ability to structure and negotiate sophisticated commercial agreements — comfortable with contract terms, pricing mechanics, risk allocation, and the dynamics of complex deal negotiation.
• Experience navigating lengthy enterprise procurement processes, including coordinating across legal, finance, information security, and executive stakeholders both internally and at the customer.
• Strong commercial acumen and executive presence — able to hold credible commercial conversations with VP-level+ retailer stakeholders, with good instincts for when to push and when to flex.
• Comfort operating in an early-stage function where the commercial playbook is still being written; energized by building rather than inheriting.

Optional garnishes (Preferred Qualifications)

• Prior experience selling technology solutions into grocery retail or adjacent consumer industries — you understand how grocery retailers evaluate and procure technology partnerships.
• Familiarity with emerging AI commercial models — usage-based pricing, outcome-linked fees, pilot-to-enterprise conversion structures — or a demonstrated ability to get up to speed on new commercial paradigms quickly.

LI-Remote

Instacart provides highly market-competitive compensation and benefits in each location where our employees work. This role is remote and the base pay range for a successful candidate is dependent on their permanent work location. Please review our Flex First …