Enterprise Sales Manager, Storefront Pro

📋 Description

• Joint responsibility for the sales cycle of Storefront Pro, managing a portfolio of mid-market and enterprise grocery and retail accounts, from prospecting and pipeline development to negotiation, contract closure, and onboarding transition.

• Create and implement account-specific sales strategies in close collaboration with BD Retail, utilizing Storefront Pro's proven performance (over 10 percentage points YoY sales growth, more than 65% platform cost offset via ad monetization) to construct persuasive, ROI-focused business cases.

• Establish trusted, multi-faceted relationships with key decision-makers and influencers in retailer digital, technology, marketing, operations, and executive teams.

• Develop and present customized proposals and presentations that vividly illustrate Storefront Pro's value proposition, covering aspects such as omnichannel user experience, AI-driven personalization, retail media monetization through Carrot Ads, loyalty and SNAP/EBT integration, and flexible fulfillment options.

• Lead the negotiation of intricate commercial agreements, collaborating with Legal, Finance, and BD leadership to design deals that are both competitive and scalable.

• Work alongside Storefront Pro and Connected Stores MS&P to enhance go-to-market strategies, refine positioning against rival platforms, and streamline the overall sales process.

• Act as an essential feedback conduit between field operations and internal teams, converting retailer objections, competitive dynamics, and market insights into actionable product and go-to-market recommendations.

• Collaborate across functions with Product, Engineering, Marketing, and Partnerships to create tailored solutions and innovative deal structures for key prospects.

⛳️ Requirements

• Over 6 years of experience in enterprise or mid-market solution sales, business development, or strategic account management, preferably in SaaS, retail technology, e-commerce platforms, or digital media.

• Proven history of managing and closing complex, multi-stakeholder deals with measurable contributions to revenue or growth targets.

• Outstanding communication skills — written, verbal, and in-person — with the capability to articulate a technically sophisticated product into a clear, executive-level business case.

• A self-motivated individual who can independently advance progress across various workstreams and stakeholder groups within a matrix organization.

• Comfortable navigating ambiguity and capable of quickly adapting as the product, market, and competitive landscape evolve.

• Strong foundational knowledge of e-commerce, digital retail, or grocery technology ecosystems.

• Availability to travel as necessary to cultivate and maintain retailer relationships.

🏝️ Benefits

• Instacart offers highly competitive compensation and benefits tailored to each location where our employees are based.

• This position also includes a Sales Incentive Plan.

• Furthermore, this role qualifies for a new hire equity grant as well as annual refresh grants.