Senior AI Solutions Sales Executive

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

📋 Description

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

• Develop and validate the commercial playbook, which includes pricing frameworks, statement of work templates, milestone- and outcome-based models, and long-term partnership structures.

• Successfully close intricate AI engagements from the initial scoping phase to the signing of contracts.

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

• Build strong relationships with VP-level and higher retailer stakeholders as a trusted commercial partner.

• Manage internal processes for legal, finance, security, and executive approvals.

• Provide market intelligence gathered from commercial negotiations back to the AI Solutions leadership team.

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

⛳️ Requirements

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

• Proven history of successfully closing complex, high-value deals that involve multiple stakeholders and non-standard commercial arrangements.

• Proficiency in structuring and negotiating advanced commercial agreements, including contract terms, pricing structures, and risk management.

• Experience in navigating extensive enterprise procurement processes.

• Skilled in collaborating with legal, finance, information security, and executive stakeholders.

• Strong commercial acumen and an executive presence.

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

• Comfortable working in an early-stage environment where the commercial playbook is still in development.

• Previous experience selling technology solutions in grocery retail or related consumer sectors is preferred.

• Familiarity with emerging AI commercial models is preferred.

🏝️ Benefits

• Sales Incentive Plan with cash variable incentive target based on individual sales performance.

• Equity grant for new hires.

• Annual equity refresh grants.

• Flexibility in work location through Instacart’s Flex First approach, including options for home, office, or coffee shop work.

• Regular in-person events.

• Compensation and benefits that are competitive in the market, tailored to the permanent work location.