[Remote] Enterprise Sales Manager, StoreFront Pro

Note: The job is a remote job and is open to candidates in USA. Instacart is transforming the grocery industry by providing essential services that customers rely on. As an Enterprise Sales Manager, you will manage a portfolio of mid-market and enterprise grocery retailers, driving the commercial strategy for Storefront Pro adoption and building executive relationships to close complex deals.ResponsibilitiesJoint ownership of the sales cycle for Storefront Pro across a portfolio of mid-market and enterprise grocery and retail accounts, from prospecting and pipeline development through negotiation, contract close, and onboarding handoffDesign and execute account-specific selling strategies in close partnership with BD Retail, leveraging Storefront Pro's performance track record (10pp+ YoY sales growth, 65%+ platform cost offset through ad monetization) to build compelling, ROI-grounded business casesBuild trusted, multi-threaded relationships with key decision-makers and influencers across retailer digital, technology, marketing, operations, and executive functionsDevelop and deliver tailored presentations and proposals that bring Storefront Pro's value proposition to life — spanning omnichannel UX, AI-powered personalization, retail media monetization via Carrot Ads, loyalty and SNAP/EBT integration, and flexible fulfillmentLead negotiation of complex commercial agreements, partnering with Legal, Finance, and BD leadership to structure deals that are both competitive and scalableCollaborate with Storefront Pro and Connected Stores MS&P to refine go-to-market strategy, sharpen positioning against competing platforms, and improve the end-to-end sales processServe as a critical feedback channel between the field and internal teams — translating retailer objections, competitive dynamics, and market signals into actionable product and GTM recommendationsPartner cross-functionally with Product, Engineering, Marketing, and Partnerships to develop custom solutions and creative deal structures for key prospectsSkills6+ years of experience in enterprise or mid-market solution sales, business development, or strategic account management — ideally in SaaS, retail technology, e-commerce platforms, or digital mediaDemonstrated track record of owning and closing complex, multi-stakeholder deals with measurable impact against revenue or growth targetsExcellent communication skills — written, verbal, and in the room — with the ability to translate a technically rich product into a clear, executive-level business caseA self-starter who can independently drive progress across multiple workstreams and stakeholder groups in a matrixed organizationComfortable with ambiguity and able to adapt quickly as the product, market, and competitive landscape continue to evolveSolid working knowledge of e-commerce, digital retail, or grocery technology ecosystemsWillingness to travel as needed to build and sustain retailer relationshipsExperience selling white-label or platform technology to grocery, general merchandise, or specialty retail — particularly solutions that touch e-commerce, loyalty, or digital mediaFamiliarity with retailer technology stacks, including third-party integrations, API-based platforms, and the operational complexity of launching or migrating a branded digital storefrontComfort with data analysis and financial modeling, particularly building ROI and payback period models to support retailer business casesExperience with or exposure to retail media networks, digital advertising monetization, or loyalty/CRM programs as part of a broader platform saleUnderstanding of fulfillment models — delivery, pickup, ship-to-home — and how they factor into a retailer's digital operations strategyExperience working in a high-growth, maturing organization where GTM strategy and processes are still being builtBenefitsInstacart 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.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.Sales incentive pay is contingent on performance and paid in accordance with the terms of the applicable Sales Incentive PlanAdditionally, this role is eligible for a new hire equity grant as well as annual refresh grants.Company OverviewInstacart is an online grocery platform that offers same-day delivery and pickup services for retailers and consumers. It was founded in 2012, and is headquartered in San Francisco, California, USA, with a workforce of 1001-5000 employees. Its website is https://www.instacart.com.Company H1B SponsorshipInstacart has a track record of offering H1B sponsorships, with 23 in 2026, 152 in 2025, 173 in 2024, 109 in 2023, 159 in 2022, 170 in 2021, 59 in 2020. Please note that this does not guarantee sponsorship for this specific role.