Senior AI Solutions Sales Executive

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

📋 Description

• Take ownership of the complete commercial motion for Instacart’s AI Solutions.

• Develop and validate a comprehensive commercial playbook, encompassing pricing structures, SOW templates, milestone- and outcome-focused models, as well as multi-year partnership frameworks.

• Manage the closure of intricate AI engagements from the initial scoping stage to the signing of contracts.

• Ensure smooth transitions to delivery teams and uphold accountability for commercial commitments throughout the entire engagement lifecycle.

• Build rapport with VP-level and senior retailer stakeholders through organized and disciplined deal processes.

• Oversee the processes for legal, finance, security, and executive approvals.

• Relay market insights gained from commercial negotiations back to the leadership of AI Solutions.

• Contribute to the development of pricing models and the go-to-market strategy.

⛳️ Requirements

• A minimum of 7 years of experience in enterprise sales, commercial partnerships, or business development.

• Proven success in closing complex, high-value deals that involve multiple stakeholders and non-standard commercial arrangements.

• Capability to structure and negotiate intricate commercial agreements.

• Proficiency with contract terms, pricing mechanisms, risk allocation, and complex deal negotiations.

• Experience in navigating extended enterprise procurement processes.

• Expertise in coordinating across legal, finance, information security, and executive stakeholders both internally and with customers.

• Strong commercial insight and executive presence.

• Ability to engage in credible commercial discussions with VP-level and higher retailer stakeholders.

• Comfort in operating within an early-stage function where the commercial playbook is still being developed.

• Previous experience selling technology solutions within the grocery retail or related consumer industries is preferred.

• Familiarity with emerging AI commercial models is preferred.

🏝️ Benefits

• Sales Incentive Plan that includes a cash variable incentive target based on individual sales performance.

• Equity grant for new hires.

• Annual refresh grants for equity.

• Flexible work location options, including home, office, or coffee shop.

• Regular in-person events.

• Competitive compensation and benefits package.