People Matter

B2B Demand Generation & Retention Manager



Sales & Business Development
United States · Remote
Posted on Tuesday, June 25, 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 -

Collaborating closely with the Pooled Accounts Manager Lead, Senior. Account Executive, and Onboarding Team Lead, you will design automated systems that streamline and enhance operations for the Local Independent Grocery Revenue Team. You will play a crucial role in our pooled accounts strategy by creating new automated outreach systems to cultivate and facilitate sales opportunities from our core pooled and strategic customer bases. Our ideal candidate possesses an entrepreneurial spirit, a robust foundation in building scalable Salesforce automations from scratch, and a proven track record of driving leads and revenue for SaaS SMB companies.

About the Team -

The Local Independent Grocery team (LIG) at Instacart consists of dedicated professionals focused on solving the unique challenges faced by independent grocers and their distributors both online and in-store. Our role is to align their needs with the advanced technology solutions on our platform. We invest significant resources into the independent grocery sector to engage these retailers at various stages of their digital transformation. Recognized as the foundation and pulse of their communities, our team acts as trusted advisors and partners to these businesses.

LIG is one of the fastest-growing retailer segments on Instacart. To sustain our growth and build scalable solutions, we are upgrading our use of automated processes within our B2B CRM system. This enhancement aims to boost the efficiency and effectiveness of our automation (using Salesforce), improving lead nurturing, enhancing conversion rates to qualified leads, and strengthening our relationships with independent retailers. Our focus is on fostering customer success and retention by continuously engaging and educating them about the technology solutions available on the Instacart platform.

About the Job

  • Developing and implementing automated sales systems and new email automations to enhance demand generation, nurture inbound leads through the sales funnel, and increase GMV revenue for LIG.
  • Integrating new workflow and communication systems within Salesforce to efficiently manage and nurture existing accounts on a large scale.
  • Conducting detailed analyses of campaign outcomes, extracting insights, and presenting clear results to support informed decision-making and planning.
  • Continuously optimizing these automations to enhance conversion rates and shorten the sales cycle duration.
  • Enhancing the integrity of the LIG sales database to better identify upsell opportunities and develop new, scalable outreach strategies for driving GMV growth.
  • Streamlining operational processes across critical points in the sales cycle, from handling inbound leads to closing deals and facilitating retailer product launches.
  • Collaborating with various teams to secure approvals and inform stakeholders about new automations.
  • Documenting processes and training teams impacted by new automations to ensure smooth adoption and effective use.

About You

Minimum Qualifications

  • Highly resourceful and creative problem-solver, adept at discovering innovative solutions that unlock new opportunities and enhance account engagement through automated systems.
  • Quick to act, building momentum and driving initiatives forward effectively.
  • Proficient in managing cross-functional collaboration and communicating effectively with leadership.
  • Comfortable navigating ambiguity and adapting to a rapidly evolving business environment.
  • Exceptional communication skills and attention to detail.
  • Highly adaptable and committed to achieving results.

Preferred Qualifications

  • 5+ years Salesforce experience in customer success or retention within B2B SaaS environments required.
  • Experience managing extensive SMB account portfolios at scale, with demonstrated deep expertise in Salesforce functionalities such as workflows, email and task automations, and associated Salesforce Tools like Account Engagement.
  • Proven track record in developing demand generation and retention workflows that significantly boost efficiency for revenue teams.
  • Extensive knowledge or professional experience in grocery industry operations.

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.

$113,000$125,000 USD
$108,000$120,000 USD
$104,000$115,000 USD
All other states
$94,000$104,000 USD