Description
Instacart is transforming the grocery industry by delivering an essential service that customers rely on to get their groceries and household goods. We're building a team to help push our shopping cart forward and are hiring a Senior Retail Solutions Sales Executive to own the commercial motion end-to-end for agentic AI solutions directly with and for grocery retailers.
The successful candidate will establish a commercial playbook, close multiple complex AI engagements, build trust with retailer stakeholders, and feed market intelligence back to AI Solutions leadership.
Responsibilities:
- Establish a commercial playbook, including pricing frameworks, SOW templates, milestone- and outcome-based models, and multi-year partnership structures.
- Close multiple complex AI engagements from initial scoping through signed contract, with clean handoffs to delivery teams and clear accountability for commercial commitments.
- Build trust with retailer stakeholders at the VP level and above through disciplined, well-structured deal processes.
- Feed market intelligence from commercial negotiations back to AI Solutions leadership.
Requirements:
- 7+ years of experience in enterprise sales, commercial partnerships, or business development.
- Demonstrated ability to structure and negotiate sophisticated commercial agreements.
- Experience navigating lengthy enterprise procurement processes.
- Strong commercial acumen and executive presence.
- Comfort operating in an early-stage function where the commercial playbook is still being written.
Benefits:
- Highly market-competitive compensation.
- Sales Incentive Plan with a cash variable incentive target based on individual sales performance.
- New hire equity grant and annual refresh grants.
Salary Range:
- WA: $140,000-$148,000 USD
- OR, DE, ME, MA, MD, 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: $173,500-$220,000 USD