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
At Instacart, we’re revolutionizing the grocery industry through innovative technology. Among our suite of solutions is FoodStorm, a market-leading order management SaaS system designed to enhance grocery retailers’ order-ahead and prepared food capabilities. We’re empowering retailers to exceed customer expectations and stay ahead in a competitive market.
As Senior Solutions Sales Associate, FoodStorm, you’ll play a key role in expanding FoodStorm’s adoption within Instacart’s existing retailer accounts and the broader market, contributing to our vision of creating efficient and customer-focused grocery experiences.
This role is ideal for an experienced SaaS sales professional who thrives in complex, enterprise-level sales cycles and can strategically navigate industries with firm budgeting constraints. If you’re comfortable building strong relationships while applying a “challenger” mindset to drive transformative change for your clients, we want to hear from you.
About the Role
As a critical member of the FoodStorm team, you’ll focus on:
- Driving SaaS adoption for FoodStorm among grocery retailers, including complex sales cycles involving multiple decision-makers and departments.
- Balancing relationship-driven sales with the ability to challenge and influence grocers to prioritize digital transformation for their prepared food, catering and perimeter categories.
- Establishing and expanding relationships with prospective and existing clients, building trust and presenting strong business cases with clearly communicated ROI.
- Strategically navigating budget constraints and helping retailers overcome CapEx and OpEx concerns to invest in the right digital solutions for their business, even after budgets may have been set or other tech projects have been earmarked.
- Partnering with key internal teams to ensure a seamless, client-centric transition from sales to implementation.
Your expertise in solution selling and experience in grocery, retail, or food & beverage technology will help FoodStorm become the go-to platform for order management.
About the Team
The FoodStorm team is part of the Connected Stores enterprise technology portfolio, an innovative suite built to help retailers grow, compete, and adapt to evolving customer needs. You'll join a collaborative and cross-functional team that works closely with Instacart’s retailer account teams. By contributing to knowledge-sharing and best practices, the FoodStorm team fosters a unified, impactful environment for solving critical business challenges for grocery retailers.
About the Job
In this role, your responsibilities will include:
- Proactively identifying and establishing relationships with new and existing grocery retailer partners that align with the FoodStorm market strategy.
- Navigating complex enterprise sales cycles, including presenting to and influencing decision-makers across multiple departments (e.g., operations, IT, merchandising, eCommerce, finance).
- Leading product demonstrations, explaining the capabilities of FoodStorm, and presenting a clear business case for ROI to clients.
- Collaborating with marketing and business development to drive pipeline growth and refine the prospect experience.
- Strategically addressing prioritization and cost barriers, helping clients see the value and long-term benefits of FoodStorm’s SaaS solutions.
- Acting as a subject matter expert in how prepared foods and perimeter store digitization can help grocers compete and grow efficiently.
- High integrity solutions sales setting clear and realistic expectations to drive success, and to create long term advocates that can be used as references and referrals moving forward.
- Leveraging Salesforce CRM to manage the sales pipeline, communicate progress, and provide accurate forecasting for leadership.
- Representing the business in cross-functional meetings and advocating for FoodStorm regional needs, including on calls or meetings in differing time zones.
- Traveling as required to deepen client relationships and win new business.
About You
Minimum Qualifications
- 5+ years of experience in SaaS enterprise sales, with a proven track record of success in complex and longer sales cycles involving enterprise negotiations.
- Familiarity or experience selling to industries with set budgeting constraints, and the ability to effectively navigate these challenges with clients.
- A balance of relationship-building and a challenger mentality leveraged to influence and collaborate with internal and external partners in a fast paced and ever evolving business environment.
- Excellent communication skills, with the ability to present tailored messaging to C-level executives and stakeholders across varied departments.
- Strong organizational skills, with the ability to effectively manage work schedules and sales pipelines autonomously.
- Proficiency with Salesforce CRM and the Google Suite.
- High moral integrity combined with creative problem-solving abilities.
Preferred Qualifications
- Industry experience in grocery, retail or prepared foods verticals.
- A creative and analytical approach to influencing client decisions and solving complex business challenges.
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
$151,000—$168,000 USD
WA
$145,000—$161,000 USD
OR, DE, ME, MA, MD, NH, RI, VT, DC, PA, VA, CO, TX, IL, HI
$140,000—$155,000 USD
All other states
$125,000—$139,000 USD
