Enterprise Sales Manager, Caper

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. Overview As the Enterprise Sales Manager, Caper you will own a portfolio of global enterprise retailers to strategically sell in Caper cart and deepen our in-store relationships. You will lead the end-to-end acquisition sales strategy, in close partnership with BD Retail and Connected Stores leadership, for your portfolio. In addition to your core sales responsibilities, you will collaborate internally with Product, Finance, Marketing, Legal, Ops, and Partnerships to refine acquisition strategies and build / tailor external-facing communications to achieve win-win outcomes for Caper and retailers. This is an individual contributor role with massive potential as the business grows. We are looking for candidates who are excited about Caper, smart cart technology, and the future of the in-store experience for customers! The Strategy & Planning team at Instacart sits at the nexus of internal teams and BD Retail. We drive go-to-market strategies, complete analyses, and provide recommendations backed in strategic rationale and analytical rigor for some of the most innovative offerings at Instacart. And when the offering is complex, we also lead solution sales and expansions where we sell directly to retailers. This is a rare opportunity to join a growing team within Business Development. About the Job Own responsibility for strategically selling Caper into a portfolio of key enterprise retailers Work together with Business Development to design and implement selling strategies that will drive revenue growth for Caper and Instacart Identify, build, and maintain strong relationships with key Caper decision-makers and influencers Create and deliver compelling Caper and/or Connected Stores presentations and proposals to retailers Negotiate and close complex Caper contracts with retailers Collaborate with Connected Stores MS&P and Caper sales to enhance the overall go-to-market strategy and processes for Caper Partner closely with cross-functional stakeholders across several functions including Product, Finance, Marketing, Legal, and Partnerships to develop creative solutions that drive results About You Minimum Qualifications 6+ years’ experience working on cutting-edge challenges in the grocery or retail space Excellent communication, written, verbal and presentation skills with the ability to distill complex ideas into clear and compelling stories A self-starter able to proactively and independently drive progress across multiple stakeholder groups Experience selling or expanding high-tech products or services, preferably in the retail industry Proven track record of exceeding sales / OKR targets Comfort with ambiguity and a rapidly evolving business landscape Strong technical skills and understanding of APIs, databases, and integration tools Willingness to travel as needed Preferred Qualifications Comfort with data analysis and mode