Enterprise Sales Manager, Caper

About the role

As the Enterprise Sales Manager for Caper, you will own a portfolio of global enterprise retailers to strategically sell Caper cart and deepen our in-store relationships. You will lead the end-to-end acquisition sales strategy, in close partnership with BD Retail and Connected Stores leadership, for your portfolio. In addition to your core sales responsibilities, you will collaborate internally with Product, Finance, Marketing, Legal, Ops, and Partnerships to refine acquisition strategies and build/tailor external-facing communications to achieve win-win outcomes for Caper and retailers.

This is an individual contributor role with massive potential as the business grows. We are looking for candidates who are excited about Caper, smart cart technology, and the future of the in-store experience for customers!

The Strategy & Planning team at Instacart sits at the nexus of internal teams and BD Retail. We drive go-to-market strategies, complete analyses, and provide recommendations backed in strategic rationale and analytical rigor for some of the most innovative offerings at Instacart. When the offering is complex, we also lead solution sales and expansions where we sell directly to retailers. This is a rare opportunity to join a growing team within Business Development.

Responsibilities

• Own responsibility for strategically selling Caper into a portfolio of key enterprise retailers
• Work together with Business Development to design and implement selling strategies that will 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 several functions including Product, Finance, Marketing, Legal, and Partnerships to develop creative solutions that drive results

Requirements

• 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

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

Pay

Instacart provides highly market-competitive compensation and benefits. This role is remote, and the base pay range depends on the candidate's permanent work location. The role also includes a Sales Incentive Plan with a cash variable incentive target based on individual sales performance. The OTE (On-Target Earnings) range is listed below:

• WA: $140,000—$148,000 USD
• OR, DE, ME, MA, NH, RI, VT, DC, PA, VA, CO, TX, IL, HI: $134,000—$141,500 USD
• All other states: $122,000—$128,500 USD
• CA, NY, CT, NJ: $146,000—$154,000 USD
• OTE Range: $174,286—$220,143 USD

Additionally, this role is eligible for a new hire equity grant as well as annual refresh grants.

Benefits

Please read more about our benefits offerings.