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

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