Enterprise Sales Manager, StoreFront Pro

Enterprise Sales Manager, Caper

Instacart

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 modeling  * Experience with products that involve hardware and software  * Exposure to supply chain, in-store advertising, retail labor management, and front end operations   #LI-Remote 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. Currently, we are only hiring in the following provinces: Ontario, Alberta, British Columbia, and Nova Scotia. Offers may vary based on many factors, such as candidate experience and skills required for the role. 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. OTE range for this role is listed below and is based on salary and fixed paymix for the role. Sales incentive pay is contingent on performance and paid in accordance with the terms of the applicable Sales Incentive Plan. 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 Canadian based candidates, the base pay ranges for a successful candidate are listed below. CAN $151,000—$159,000 CAD OTE Range $215,714—$227,143 CAD

Enterprise Sales Manager, StoreFront Pro

Instacart

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 an Enterprise Sales Manager you will own a portfolio of mid-market and enterprise grocery retailers and co-pilot the end-to-end commercial strategy for Storefront Pro adoption. Alongside cross-functional Business Development retail account owners, you'll be collaborating on new logo acquisition within the context of Storefront Pro.  Core to this role is the ability to navigate a complex SaaS sale with integrated components across Fulfillment, Order Management (FoodStorm), Carrot Ads, and more. You’ll be responsible for building executive relationships, shaping retailer-specific value propositions, and closing complex, multi-stakeholder deals. Your ability to structure deals that drive durable, mutual value is critical. Other internal collaboration partners include Product, Strategic Finance, Legal and Connected Stores Strategy & Planning. This role carries significant upside as Storefront Pro continues to scale as the lead enterprise solution for Instacart. We're looking for someone who is genuinely excited about the future of grocery eCommerce and energized by the challenge of helping retailers win in a rapidly shifting digital landscape. This role sits within Instacart’s Strategy & Planning team which is at the intersection of Business Development and Instacart's most strategic product initiatives. We lead go-to-market execution, drive analytical rigor into commercial decisions, and own solution sales for high-complexity, high-value products. Storefront Pro is one of Instacart's highest-priority growth investments, and this role sits at the center of that momentum — making it a rare opportunity for meaningful commercial impact within a fast-moving, high-visibility organization.   About the Job * Joint 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 handoff * Design 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 cases * Build trusted, multi-threaded relationships with key decision-makers and influencers across retailer digital, technology, marketing, operations, and executive functions * Develop 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 fulfillment * Lead negotiation of complex commercial agreements, partnering with Legal, Finance, and BD leadership to structure deals that are both competitive and scalable * Collaborate 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 process * Serve as a critical feedback channel between the field and internal teams — translating retailer objections, competitive dynamics, and market signals into actionable product and GTM recommendations * Partner cross-functionally with Product, Engineering, Marketing, and Partnerships to develop custom solutions and creative deal structures for key prospects   About You Minimum Qualifications * 6+ 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 media * Demonstrated track record of owning and closing complex, multi-stakeholder deals with measurable impact against revenue or growth targets * Excellent communication skills — written, verbal, and in the room — with the ability to translate a technically rich product into a clear, executive-level business case * A self-starter who can independently drive progress across multiple workstreams and stakeholder groups in a matrixed organization * Comfortable with ambiguity and able to adapt quickly as the product, market, and competitive landscape continue to evolve * Solid working knowledge of e-commerce, digital retail, or grocery technology ecosystems * Willingness to travel as needed to build and sustain retailer relationships Preferred Qualifications * Experience selling white-label or platform technology to grocery, general merchandise, or specialty retail — particularly solutions that touch e-commerce, loyalty, or digital media * Familiarity with retailer technology stacks, including third-party integrations, API-based platforms, and the operational complexity of launching or migrating a branded digital storefront * Comfort with data analysis and financial modeling, particularly building ROI and payback period models to support retailer business cases * Experience with or exposure to retail media networks, digital advertising monetization, or loyalty/CRM programs as part of a broader platform sale * Understanding of fulfillment models — delivery, pickup, ship-to-home — and how they factor into a retailer's digital operations strategy * Experience working in a high-growth, maturing organization where GTM strategy and processes are still being built   #LI-Remote 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. 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. OTE range for this role is listed below and is based on salary and fixed paymix for the role. Sales incentive pay is contingent on performance and paid in accordance with the terms of the applicable Sales Incentive Plan 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. WA $140,000—$148,000 USD OR, DE, ME, MA, MD, NH, RI, VT, DC, PA, VA, CO, TX, IL, HI $134,000—$141,500 USD All other states $122,000—$128,500 USD CA, NY, CT, NJ $146,000—$154,000 USD OTE Range $174,000—$220,143 USD

Enterprise Sales Team Lead

Wolt

ABOUT WOLT At Wolt, we create technology that brings joy, simplicity and earnings to the neighborhoods of the world. In 2014 we started with delivery of restaurant food. Now we’re building the delivery of (almost) everything and you’ll find us in over 500 cities in 30 countries around the world. In 2022 we joined forces with DoorDash and together we keep on dreaming big and expanding across the globe. Working at Wolt isn’t always easy, but it’s definitely exciting. Here you’ll learn more, build more, and ship more than in most other companies. You’ll be challenged a lot, but also have a lot of fun on the way. So, if you’re a self-starter with drive and entrepreneurial spirit, this could be the ride of your life. Our Restaurant Enterprise team in Stockholm works with some of Sweden's most prominent restaurant partners, helping them grow and thrive on the Wolt platform. We're now looking for a Team Lead to own a portfolio of key restaurant accounts while leading and developing a local team of Account Managers — someone who combines sharp analytical thinking with genuine care for both partners and people. WHAT YOU'LL BE DOING In this role, you'll be the driving force behind Wolt's restaurant enterprise partnerships in Sweden — owning key account relationships, coaching your team, and building the processes that make everything run smoothly. Day-to-day in this role you'll: * Lead, coach, and develop 4-5 senior Account Managers managing restaurant partners across Sweden. * Growing the largest global and local enterprise partners. * Support your team in building robust relationships with partners to understand their needs and identify opportunities for growth. * Drive commercial performance across GOV growth, Wolt Ads, Promotions, Wolt Drive, Storefront, and other strategic priorities. * Support team in commercial negotiations and operational problem-solving. * Build a high performance, high ownership team through clear priorities, regular coaching, performance follow-up, and ongoing collaboration. * Lead by example by demonstrating Wolt values and behaviors, creating a positive work environment that enables the team to thrive and grow Our humble expectations * 5+ years of experience as a Business Development Manager, Account Manager, or similar commercial role — ideally with experience in restaurants, hospitality, or a marketplace/platform environment * Proven experience leading a team: you know how to motivate, coach, and hold people accountable while keeping morale high * Strong analytical skills — you're comfortable working with data to identify trends, spot opportunities, and make decisions * Excellent stakeholder management skills, both internal and external, and the ability to quickly build credibility with senior partners * Structured project management approach — you can juggle multiple priorities without dropping the ball * Fluent in Swedish and English WHAT WE OFFER You'll join a team that delivers real value across the organization. Our mission is to make Wolt's business even stronger, and the impact you make here will be recognized all the way to the top.You'll work closely with your team and team lead in an environment designed to help your potential thrive. We don't just want you to reach your goals, we want to redefine what "great" looks like. Our spacious office sits in a vibrant, growing part of Stockholm, with a gym just across the street and plenty of restaurants nearby. The Swedish team takes genuine pride in well-being and a strong, people-first culture. Gatherings, afterworks, and celebrations are a regular part of life here. WHY YOU’LL LOVE IT * 🚀 Global and growing fast: Be part of a fast-moving scaleup * 🤩 Ride of a lifetime: Accelerate your career and build your sales skills  * 💪 Instant impact: Take ownership and make a difference * 💙 Big hearts and small egos: Surround yourself with smart, friendly people OUR COMMITMENT TO DIVERSITY AND INCLUSION We’re committed to growing and empowering a more inclusive community within our company, industry, and cities. That’s why we hire and cultivate diverse teams of people from all backgrounds, experiences, and perspectives. We believe that true innovation happens when everyone has room at the table and the tools, resources, and opportunity to excel.