Retail Lead, Sales Development

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 SDR team is scaling fast, and the difference between a team that meets targets and one that consistently exceeds them comes down to who is leading it. Without this role, a growing team of Retail SDRs lacks the coaching, process discipline, and cross-functional coordination needed to identify, qualify, and close independent retailers at the pace our expansion demands. Twelve months from now, this person will have built a high-performing SDR team that is hitting quarterly qualified meeting and sales targets, tightened the sales funnel, and made Instacart a more efficient and effective engine for bringing new retail partners onto the platform.

What you'll cook up in your first year

• A team of Retail SDRs consistently achieves quarterly qualified meeting and sales targets, supported by hands-on coaching in sales best practices, cold outreach, and the retail and eCommerce landscape.

• Key business and industry trends are tracked and translated into coaching moments and process improvements that make the team more effective and efficient in a fast-paced, transactional environment.

• Retailer relationships are built and maintained at the highest value accounts, with direct involvement in calls and all aspects of the sales cycle to close small business opportunities.

• Sales process, collateral, and prospecting capabilities are improved to enable the team to reach more independent retailers faster and with greater precision.

• Cross-functional partnerships are strengthened to develop scalable processes that accelerate retailer acquisition and support business growth.

The secret ingredients we're looking for

Must-have pantry staples (Minimum Qualifications)

• History of exceeding sales goals and quota

• Experience in a sales management environment, or 3 to 4 years of experience in a sales or business development role, preferably in the eCommerce industry

• History of developing early career professionals

• Process and data driven, with proven sales funnel optimization success

• Demonstrated success implementing activity metrics and effectively coaching cold outreach

Optional garnishes (Preferred Qualifications)

• Creative problem-solver who excels cross-functionally and in a high-growth climate

• SMB sales experience, with retail or eCommerce background a plus

#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. This role also includes a Sales Incentive Plan. The cash variable incentive target is based on individual sales performance. Payout terms will be based on the Sales incentive Plan for this role. OTE range for this role is listed below and is based on salary and fixed paymix for the role. Sales incentive pay is contingent on performance and paid in accordance with the terms of the applicable Sales Incentive Plan

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.

WA

$100,000—$105,500 USD

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

$96,000—$101,000 USD

All other states

$87,000—$92,000 USD

CA, NY, CT, NJ

$104,000—$110,000 USD

OTE Range

$124,500—$157,500 USD