Senior Director, Enterprise Delivery and Growth

Instacart is transforming the grocery industry by providing grocery delivery and household goods, and also offers flexible earnings opportunities to personal shoppers. The Enterprise Solutions team partners with North America's largest grocery and retail chains to power their digital commerce through StorefrontPro, FulfillmentPro, CarrotAds, and adjacent software products.

We are seeking a Senior Director, Enterprise Delivery and Growth to lead this software portfolio, accountable for the full retailer experience from first implementation through ongoing growth and renewal. This role leads three Director-led organizations: Retailer Delivery (implementations), Enterprise Architecture & Engineering (solutions architecture, technical account management, and forward-deployed engineering), and Retailer Success (post-live growth and expansion). Key outcomes include time-to-live, implementation quality and CSAT, adoption velocity, net revenue retention (NRR), and expansion GTV.

• Act as the leader for StorefrontPro, Enterprise API (Fulfillment and Ads), and FoodStorm, owning the software portfolio's business outcomes end to end.
• Lead and set the strategic agenda for three Director-led teams, evolving post-sale engagement from feature enablement toward consultative business advisory.
• Build a senior consultative CS capability by hiring and sponsoring Principal Growth Strategists.
• Define and operationalize the joint BD-CS operating model for enterprise accounts.
• Set the strategic standard for enterprise implementations and own time-to-live as a business lever.
• Design the implementation-to-success motion as an intentionally managed lifecycle.
• Lead the Enterprise Architecture & Engineering organization to drive technical delivery excellence.
• Represent the portfolio narrative to executive leadership.

Minimum Qualifications:

• 12+ years of enterprise software leadership spanning post-sale functions at a B2B SaaS or enterprise technology company.
• Direct, accountable leadership of a professional services, implementation, or delivery organization.
• Direct, accountable leadership of a customer success or account management organization responsible for post-live growth, NRR, and expansion.
• Ownership of a combined post-sale P&L with $200M+ ARR.
• 5+ years managing Director-level leaders across distinct functional disciplines.
• Proven success operating in a BD/Sales-led commercial environment.
• Experience leading or directly managing a solutions architecture, technical account management, or professional services engineering function.
• Demonstrated ability to integrate technical and commercial organizations under a unified operating model.
• Deep familiarity with enterprise retail, grocery, or adjacent complex B2B domains.

Preferred Qualifications:

• Track record of improving time-to-live and implementation quality at scale.
• Experience transforming CS from reactive enablement to proactive business advisory.
• Hands-on design of implementation-to-success motions.
• Experience running commercial success and technical account management as distinct disciplines.
• Track record of building or scaling a TAM or technical success function.
• Background operating across multiple software business lines.
• Familiarity with tiered CS models.
• Experience applying AI to augment CS, TAM, and delivery workflows.
• Background in or strong exposure to grocery, retail technology, ecommerce platforms, or supply chain software.

Base pay ranges for US based candidates vary by location: CA, NY, CT, NJ: $317,000—$334,500; WA: $303,000—$320,000; OR, DE, ME, MA, MD, NH, RI, VT, DC, PA, VA, CO, TX, IL, HI: $291,000—$307,000; All other states: $264,000—$278,500. This role is eligible for a new hire equity grant as well as annual refresh grants.

Instacart provides highly market-competitive compensation and benefits. This role is eligible for equity grants.

Apply via the provided link.