Description
At Instacart, we're transforming the grocery industry by providing an essential service that customers rely on to get their groceries and household goods. 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.
We're hiring a Sales Development Representative II to own full-cycle sales in the emerging-market segment and directly shape how Instacart Business grows. This role sits at the intersection of outbound hustle and strategic product partnership, and the person who fills it will have a direct line of sight to how we scale from a team of 6 to a market leader.
Key Responsibilities:
- Build a healthy, self-sourced pipeline of emerging-market logos through consistent outbound touches and pipeline coverage.
- Generate net-new closed-won revenue in the emerging segment, from first touch through signed deal, with a track record of meeting or exceeding monthly and quarterly quota.
- Develop repeatable, tested playbooks for prospecting and closing in the emerging segment.
- Foster meaningful cross-functional partnerships with Product, Engineering, Marketing, and Operations.
- Establish a reputation as the go-to for emerging-market deal expertise.
Requirements:
- 2+ years of B2B sales experience in SDR, BDR, or AE roles, with a focus on outbound prospecting and new logo acquisition.
- 1+ year owning a full sales cycle for SMB or emerging-market accounts.
- Documented track record of meeting or exceeding quota.
- Proficiency with Salesforce CRM and at least one sequencing tool.
- Strong written and verbal communication skills.
- Ability to work West Coast hours; candidates based in the United States or Canada.
- Bachelor’s degree or equivalent practical experience.
Preferred Qualifications:
- Experience selling logistics, delivery, e-commerce, procurement, workplace/office services, foodservice, or expense management solutions.
- Familiarity with sales methodologies such as MEDDICC, BANT, or SPICED.
- Proven experience building early-stage sales motions or playbooks in a high-growth or startup environment.
- Comfort running tailored demos and ROI/value narratives.
- Experience partnering with Product and Engineering to influence pilots, beta programs, or roadmap priorities.
Compensation and Benefits: Instacart provides highly market-competitive compensation and benefits. The base pay range for a successful candidate is dependent on their permanent work location. This role is eligible for a new hire equity grant as well as annual refresh grants.