Retail Partner Lead

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.

Why this role is on the menu

Instacart's Retail Partnerships team sits at the heart of how we grow the grocery ecosystem, and the MMI team's ability to deliver meaningful, measurable growth for retailers of all sizes depends on having a dedicated partner lead who owns those relationships end-to-end. Without this role, retail partners lack a primary strategic contact who can translate their goals into real outcomes on the platform, mobilize internal resources across product, operations, marketing, and analytics, and drive execution with the urgency and precision the portfolio demands. Twelve months from now, this person will have deepened partner relationships at the CEO and Owner level, turned complex data into clear strategic narratives that move people to action, and made Instacart an indispensable part of how their retailers grow.

What you'll cook up in your first year

• A portfolio of retail partners is managed with clear end-to-end ownership, high-quality support, and measurable long-term partnership success as the primary strategic contact at Instacart.

• Growth opportunities are identified, gaps are diagnosed, and cross-functional teams across product, engineering, marketing, operations, and strategic finance are coordinated to deliver solutions that move the needle for each partner.

• Platform data and partner performance metrics are translated into compelling strategic narratives and recommendations that land with retailer leadership up to the CEO and Owner level.

• Partnership plans are executed with ownership and urgency across multiple workstreams and a dynamic portfolio, delivering outcomes in a constantly evolving environment.

• Deep platform fluency across Instacart's capabilities, growth levers, and operational nuances enables credible partner engagement and confident execution across any situation that arises.

The secret ingredients we're looking for

Must-have pantry staples (Minimum Qualifications)

• 5+ years of experience in partnerships, account management, business development, or a related client-facing commercial role

• Demonstrated experience managing and growing complex, multi-stakeholder relationships at a senior level, including engagement with Director, VP, and C-suite contacts

• Strong analytical skills with the ability to work directly in data to identify trends, surface insights, and build a clear strategic story from quantitative findings

• Proven track record of driving measurable outcomes: revenue growth, product adoption, or operational improvements within an account portfolio

• Experience coordinating cross-functional teams or resources to deliver on partner or client commitments, without direct management authority

Optional garnishes (Preferred Qualifications)

• Experience in e-commerce, grocery, retail, or marketplace platforms, with familiarity in how digital storefronts, fulfillment, and online grocery operations work

• Demonstrated ability to build and present executive-level business reviews or strategic roadmaps to senior retail or CPG leadership

• Comfort working in ambiguous, fast-scaling environments where priorities shift and the ability to adapt quickly is essential

• Experience working cross-functionally with product and engineering teams to advocate for partner needs and inform roadmap decisions

#LI-Remote

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

$135,000—$142,500 USD

WA

$130,000—$137,000 USD

OR, DE, ME, MA, MD, NH, RI, VT, DC, PA, VA, CO, TX, IL, HI

$124,000—$131,000 USD

All other states

$113,000—$119,000 USD