People Matter

Sales Executive, Mid-Market



Sales & Business Development
United States · Remote
Posted on Saturday, March 23, 2024

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.


About the Role- As Instacart continues its rapid expansion, we are looking to add an additional Sales Executive to our Mid-Market team. Sales Executives will be responsible for managing a book of business of some of our fastest growing brands. Sales Executives act as the main point of contact for their assigned brands and own all aspects of the advertising relationship.

About the Team- The Instacart Mid-Market team is responsible for managing Instacart’s relationship with CPG brand partners. The team’s remit is to act as strategic consultants to accelerate the revenue growth of CPG brands on Instacart. The team works closely with internal cross-functional teams from product, comms, marketing, insights, and analytics to drive value and excitement with our partners.

About the Job

  • Developing and maintaining relationships with advertisers, managing all aspects of the sales cycle for a book of business between 5-10 accounts
  • Selling with thought leadership & consultative sales skills across the prioritized client base
  • Leading monthly, quarterly, and annual planning and budgeting process with Mid Market Brands
  • Analyzing and applying business insights in a way that influences client's investment decisions
  • Independently identifies and builds relationships with executive contacts within the client book of business, by expanding contact to new client teams & senior stakeholders
  • Forecasting the allocated book of business for quarterly & annualized growth
  • Maintaining a high daily volume of activity including outbound calls, emails, and social selling in a transactional environment
  • Developing sales collateral, case studies, and custom ‘stories’ to translate the benefits of Instacart’s platform to CPG advertisers
  • Generating weekly campaign reports and optimization recommendations, as well as monthly / quarterly reviews
  • Growing your skills and having a meaningful impact on an important component to Instacart’s success and growth
  • Leveraging prior experience or interest in the intersection of CPG, Digital & Sales to drive meaningful growth

About You

Minimum Qualifications

  • 3-5+ years of experience in a sales environment
  • 1+ year of experience in digital advertising or CPG sales
  • Experience in managing client relationships, and partnering to drive measurable growth
  • Ability to work in a fast-moving environment and juggle multiple priorities and projects
  • Comfortable analyzing and speaking to CPG and advertising insights and KPIs
  • Excellent written, verbal and presentation skills
  • Familiarity with tools of the trade (eg. Microsoft Office, specifically Excel, Google Drive)
  • Experience with large data sets and ability to extract business insights from analysis (Experience in SQL, Tableau preferred)

Preferred Qualifications

  • Experience working in sales at a retail media company with fast growing brands
  • Consistent historic performance of achieving sales quotas, while building strong client relationships
  • Understanding of both CPG and retail media media metrics to drive campaign performance


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.

$95,000$105,000 USD
$91,000$101,000 USD
$87,000$97,000 USD
All other states
$78,000$87,000 USD