Sales Development Representative II, Emerging

This is a fully remote position, open to applicants in Canada.

📋 Description

• A robust and self-generated pipeline of emerging-market logos, established through consistent outreach of 40–60 daily touches and maintaining 3x+ pipeline coverage, which directly supports the new logo growth of Instacart Business.

• Achieving net-new closed-won revenue within the emerging segment, from initial contact to signed agreement, demonstrating a history of meeting or surpassing monthly and quarterly quotas.

• Development of repeatable and tested playbooks for prospecting and closing in the emerging market segment, including refined Ideal Customer Profiles (ICPs), A/B-tested sequences, and conversion benchmarks that can be leveraged by the wider team.

• Establishing significant cross-functional collaborations with Product, Engineering, Marketing, and Operations, ensuring the voice of customers is integrated into roadmap discussions, pilot projects, and packaging decisions.

• Building a reputation as the expert in emerging-market deals, capable of conducting tailored demos, crafting ROI narratives for various personas, and confidently navigating buying committees.

⛳️ Requirements

• A minimum of 2 years’ experience in B2B sales within SDR, BDR, or AE roles, specifically geared towards outbound prospecting and acquiring new logos.

• At least 1 year of experience managing a complete sales cycle for SMB or emerging-market accounts, covering discovery, demonstration, negotiation, and closing.

• Proven track record of meeting or exceeding quota (pipeline generation and/or closed-won achievements) in recent positions.

• Expertise in using Salesforce CRM along with at least one sequencing tool (such as Outreach or Salesloft), in addition to LinkedIn Sales Navigator or similar data enrichment platforms.

• Excellent written and verbal communication skills, with the capability to adapt messaging for various personas (including Operations, Facilities, HR/Workplace, and Procurement).

• Willingness to work West Coast hours; candidates should be located in the United States or Canada.

• Bachelor’s degree or equivalent practical experience.

🏝️ Benefits

• Competitive salary

• Flexible work arrangements

• New hire equity grant

• Annual refresh grants

• Professional development opportunities