We're transforming the grocery industry

At Instacart, we invite the world to share love through food because we believe everyone should have access to the food they love and more time to enjoy it together. Where others see a simple need for grocery delivery, we see exciting complexity and endless opportunity to serve the varied needs of our community. We work to deliver an essential service that customers rely on to get their groceries and household goods, while also offering safe and flexible earnings opportunities to Instacart Personal Shoppers.

Instacart has become a lifeline for millions of people, and we're building the team to help push our shopping cart forward. If you're ready to do the best work of your life, come join our table.

Instacart is a Flex First team

There's no one-size fits all approach to how we do our best work. Our employees have the flexibility to choose where they do their best work?"whether it's from home, an office, or your favorite coffee shop?"while staying connected and building community through regular in-person events. Learn more about our flexible approach to where we work.

Overview

As an Account Executive, Caper Sales (LIG) you will own a portfolio of independent retailers in North America to strategically sell in Caper carts to transform the in-store experience by bringing the best of digital into brick & mortar. You will lead the end-to-end sales cycle, from initial discovery to negotiating and contracting, in close partnership with BD Retail, Sales Engineering, and Connected Stores leadership for your portfolio. This is critical in bringing our smart cart vision to life across the U.S. and Canada. In addition to your core sales responsibilities, you will collaborate internally with Product, Finance, Marketing, Legal, Ops, and Partnerships to refine go-to-market strategies and build / tailor external-facing communications to achieve win-win outcomes for Caper and retailers. This is an individual contributor role that has the potential to manage a sales team as the business grows. We are looking for candidates who are super excited about the Caper technology and the future of the in-store experience for customers!

The LIG (Local Independent Grocery) team at Instacart works directly with Independent Grocers across the United States. Our goal is to "level the playing field," bringing highly effective technology and programs to the independents so that they can compete with large grocery chains. This is a rare opportunity to join a growing team within Instacart.

About the Job

Own responsibility for strategically selling Caper into a portfolio of retailers
Work together with Business Development to design and implement sales strategies that will drive revenue growth for Caper
Identify, build, and maintain strong relationships with key Caper decision-makers and influencers
Create and deliver compelling sales presentations and proposals to retailers
Negotiate and close complex Caper contracts with retailers
Collaborate with Connected Stores MS&P and Caper sales to enhance the overall go-to-market strategy and processes for Caper
Partner closely with cross-functional stakeholders across several functions including Product, Finance, Marketing, Legal, and Partnerships to develop creative solutions that drive results

About You

Minimum Qualifications

5+ years experience working on cutting-edge challenges in the grocery or retail space
Excellent communication, written, verbal and presentation skills with the ability to distill complex ideas into clear and compelling stories
A self-starter able to proactively and independently drive progress across multiple stakeholder groups
Experience selling high-tech products or services, preferably in the retail industry
Proven track record of exceeding sales / OKR targets
Comfort with ambiguity and a rapidly evolving business landscape
Strong technical skills and understanding of APIs, databases, and integration tools
Willingness to travel as needed

Preferred Qualifications

Comfort with data analysis and modeling
Experience with products that involve hardware and software
Exposure to supply chain, in-store advertising, retail labor management, and front end operations

Instacart provides highly market-competitive compensation and benefits in each location where our employees work. This role is remote and the base pay range for a successful candidate is dependent on their permanent work location. Please review our Flex First remote work policy here.

Offers may vary based on many factors, such as candidate experience and skills required for the role. Additionally, this role is eligible for a new hire equity grant as well as annual refresh grants. Please read more about our benefits offerings here.

For US based candidates, the base pay ranges for a successful candidate are listed below.

CA, NY, CT, NJ
$113,000-$125,000 USD

WA
$108,000-$120,000 USD

OR, DE, ME, MA, MD, NH, RI, VT, DC, PA, VA, CO, TX, IL, HI
$104,000-$115,000 USD

All other states
$94,000-$104,000 USD

Summary
Company name: Instacart
Remote job title: Account Executive
Job tags: databases, OKRs