Enterprise Sales Manager, Caper

As the Enterprise Sales Manager, Caper, you will own a portfolio of global enterprise retailers to strategically sell Caper cart and deepen in-store relationships. You will lead the end-to-end acquisition sales strategy in close partnership with BD Retail and Connected Stores leadership. Collaborate internally with Product, Finance, Marketing, Legal, Ops, and Partnerships to refine acquisition strategies and tailor external-facing communications. This is an individual contributor role with massive potential as the business grows. The Strategy & Planning team at Instacart sits at the nexus of internal teams and BD Retail, driving go-to-market strategies and leading solution sales for complex offerings.

• Own responsibility for strategically selling Caper into a portfolio of key enterprise retailers.
• Work with Business Development to design and implement selling strategies that drive revenue growth for Caper and Instacart.
• Identify, build, and maintain strong relationships with key Caper decision-makers and influencers.
• Create and deliver compelling Caper and/or Connected Stores 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 Product, Finance, Marketing, Legal, and Partnerships to develop creative solutions that drive results.

• 6+ 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 or expanding 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.

• 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.

Base pay range for Canadian candidates: CAN$151,000—$159,000 CAD. OTE range: $215,714—$227,143 CAD. This role includes a Sales Incentive Plan with cash variable incentive target based on individual sales performance. Eligible for new hire equity grant and annual refresh grants. Instacart provides highly market-competitive compensation and benefits.

This role is remote and can be based in Ontario, Alberta, British Columbia, or Nova Scotia. Instacart is a Flex First team, offering flexibility to work from home, an office, or elsewhere, with regular in-person events.