Manager, Mid Market Sales

This is a fully remote position, open to applicants in California, +18 more states.

📋 Description

• You will inherit a team of approximately 6 Sales Associates/Sales Executives who consistently meet their quotas, and you will establish the coaching cadence, pipeline discipline, and performance culture that propels them to surpass quarterly objectives.

• You will facilitate measurable growth for sellers at all levels by conducting structured 1:1 meetings, providing deal coaching, and developing individualized development plans, resulting in significant advancements for early-career sellers, as evidenced by performance reviews and pipeline metrics.

• You will enhance cross-functional execution by closely collaborating with Account Management, Measurement Science, Insights, Ad Operations, and Product, thereby minimizing friction in the sales process and elevating advertising performance and customer experience for brand partners.

• You will identify process, collateral, and data-sharing gaps and implement enhancements that increase the overall efficiency and effectiveness of the team, benefiting not only your own accounts but the entire organization.

• You will be responsible for driving double-digit revenue growth through strategic partnerships by leading and supporting Joint Business Planning (JBP) and Upfront negotiations that contribute to significant year-over-year advertising revenue increases, establishing C-level client relationships that position Instacart as a preferred choice for brand partners.

⛳️ Requirements

• A minimum of 5 to 10 years of sales experience, including 2 to 3 years in first-line management (directly overseeing individual contributors).

• A proven history of exceeding sales goals and quotas both as an individual contributor and in a managerial role.

• Demonstrated success in developing and coaching early-career sales professionals, with quantifiable results.

• Experience in implementing scalable coaching frameworks and sales methodologies within high-growth settings.

• Strong skills in cross-functional collaboration, with a successful track record of navigating complex, matrixed organizations.

• Willingness to travel approximately 20-30% for team meetings, customer visits, and industry events.

🏝️ Benefits

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

• Offers may vary based on various factors, including candidate experience and the skills required for the position.

• This position also includes a Sales Incentive Plan.

• The cash variable incentive target is determined by individual sales performance.

• Payout terms will adhere to the Sales Incentive Plan specific to this role.

• Sales incentive compensation is contingent on performance and will be disbursed in accordance with the provisions outlined in the applicable Sales Incentive Plan.

• Furthermore, this position is eligible for a new hire equity grant along with annual refresh grants.