Senior Director, Enterprise Delivery and Growth

AI Solutions Architect

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 Instacart's Enterprise Solutions team is building a first-of-its-kind business: embedding directly with enterprise retail and CPG partners to design, sell, and deliver AI-powered solutions at scale. We are a small, senior, field-first pod—part startup, part consultancy—defining the playbook as we go. As the AI Solutions Architect, you own the data and AI architecture, integration design, and governance across every engagement the pod runs. You are the person who makes Instacart's Intelligence Platform actually work inside real partner environments. This is a hands-on, field-first role—you will embed with partner engineering teams to map data ontologies, design integrations, and co-build solutions that work in the real world, not just on a whiteboard. ABOUT THE JOB * Own data modeling, integration design, and governance across every engagement; serve as the senior technical authority from pre-sales through delivery. * Map customer data and Instacart's data ontology together, and gate technical feasibility before any build begins. * Establish integration patterns between the Intelligence Platform and partner systems, e.g.,POS, ERP, loyalty, CRM, Snowflake, proprietary APIs, and mobile surfaces. * Bridge partner technical requirements with Instacart R&D roadmaps, APIs, and SDKs; surface gaps and advocate for platform changes needed to serve the field. * Prototype and code in real-time alongside partners * Review designs and unblock the Forward Deployed Engineers to ensure architectural integrity across the pod's engagements. * Codify reusable integration patterns into scalable architecture templates as the pod scales. We are looking for someone energized by ambiguity, who builds for reuse and can navigate both a partner's technical reality and Instacart's platform constraints simultaneously, finding the optimal path between them. ABOUT YOU MINIMUM QUALIFICATIONS * 10+ years in solutions architecture, data engineering, or senior software engineering, with demonstrated experience designing enterprise-scale systems. * Deep expertise in data architecture and modeling across messy, heterogeneous enterprise environments, with enough AI/ML familiarity to understand how data quality and structure determine what is possible on the intelligence layer. * Experience designing integrations across complex enterprise environments including ERP, POS, Snowflake, and proprietary APIs. * Hands-on coding is non-negotiable — the ability to build is as important as the ability to design. * Proven customer-facing experience presenting technical architectures to both engineering and executive audiences. * Strong systems thinking — able to hold the full technical picture of a complex engagement while also working in the details. * Comfort defining architecture from first principles in greenfield, ambiguous environments.   PREFERRED QUALIFICATIONS * Background in retail tech, e-commerce infrastructure, or CPG data systems (POS, ERP,, Snowflake). * Familiarity with open agent standards or multi-agent orchestration frameworks. * Prior experience in enterprise software implementation or systems integration. * Startup or high-growth environment experience. #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. 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. CA, NY, CT, NJ $234,000—$247,000 USD WA $224,000—$236,500 USD OR, DE, ME, MA, MD, NH, RI, VT, DC, PA, VA, CO, TX, IL, HI $214,000—$226,000 USD All other states $195,000—$206,000 USD

Forward Deployed Engineer

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 Instacart's Enterprise Solutions team is building a first-of-its-kind business: embedding directly with enterprise retail and CPG partners to design, sell, and deliver AI-powered solutions at scale. We are a small, senior, field-first pod — part startup, part consultancy — defining the playbook as we go.   As a Forward Deployed Engineer, you are Instacart's hands-on technical presence inside enterprise customer environments. You will sit inside retailers' and partners' ecosystems, understand their infrastructure, and build agentic AI solutions on top of it. As part of your mission, you will brainstorm with partner technical leaders and collaborate on solution designs that deliver value while remaining compatible with existing environments and infrastructure. You will also collaborate closely with Instacart R&D's team, informing platform evolution and serving as the bridge between what gets built internally and what actually works in the real world. ABOUT THE JOB * Embed with enterprise retail customers and partners to understand their technical environments, data systems, and business workflows. * Design, build, and deploy AI and agentic solutions tailored to each customer's specific infrastructure and needs, across Instacart's full platform suite. * Extend, adapt, and integrate Instacart's core AI capabilities to fit customer ecosystems,  even when those systems are undocumented or non-standard. * Maintain a close working relationship with R&D: participate in product reviews, flag platform gaps encountered in the field, and propose concrete changes that would make the platform work better for enterprise customers. * Collaborate closely with the AI Solutions Architect to translate domain requirements and architecture into working software. * Serve as the primary technical point of contact for customers during implementation engagements. We are looking for builders who thrive in the room with customers, treat ambiguity as a puzzle, and can switch between writing code and facilitating a stakeholder conversation in the same afternoon. ABOUT YOU MINIMUM QUALIFICATIONS * 10+ years of software engineering experience with a demonstrated ability to write and ship production-quality code. * Hands-on experience building with LLM APIs, function calling, tool use, agent frameworks, or RAG pipelines—you have shipped something agentic that real users depended on. * Proficiency in Python or another scripting/backend language commonly used in data-intensive environments. * Proven ability to integrate with messy, heterogeneous enterprise data environments — undocumented APIs, schema mismatches, auth complexity, and legacy systems that do not behave the way the docs claim. * Direct experience with external enterprise customers or technical stakeholders in a consulting or customer-facing capacity — earning trust in the room matters as much as writing code. * Strong working knowledge of retail and e-commerce system fundamentals. * Strong communication skills — able to translate field learnings and technical findings into actionable input for R&D and product teams. * Comfort operating in ambiguous, fast-moving environments where the process is not fully defined. PREFERRED QUALIFICATIONS * Prior work in a forward deployed, embedded engineering, or professional services capacity. * Background at a startup or early-stage company where you wore multiple hats. * Experience in enterprise software implementation, systems integration, or solutions engineering. * Exposure to retail tech, e-commerce, or supply chain systems. #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. 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. CA, NY, CT, NJ $203,000—$214,000 USD WA $194,000—$205,000 USD OR, DE, ME, MA, MD, NH, RI, VT, DC, PA, VA, CO, TX, IL, HI $185,000—$195,500 USD All other states $169,000—$178,500 USD

Senior Director, Enterprise Delivery and Growth

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 Instacart's Enterprise Solutions team partners with North America's largest grocery and retail chains to power their digital commerce through StorefrontPro, FulfillmentPro, CarrotAds, and adjacent software products. We're seeking a Senior Director, Enterprise Delivery and Growth to serve as the leader for this software portfolio — accountable for the full retailer experience from first implementation through ongoing growth and renewal. In this highly visible, impact-driven role, you will lead three Director-led organizations — Retailer Delivery (implementations), Enterprise Architecture & Engineering (solutions architecture, technical account management, and forward-deployed engineering), and Retailer Success (post-live growth and expansion) — and own the outcomes that matter: time-to-live, implementation quality and CSAT, adoption velocity, net revenue retention (NRR), and expansion GTV. You'll partner closely with Business Development, Product, Engineering, Data Science, and support teams to align roadmaps, operating models, and tooling that reduce complexity and scale outcomes without linear headcount growth. This is a roll-up-your-sleeves leadership opportunity for someone who thrives in a fast-paced, BD-led commercial environment, brings executive presence with enterprise retailers, and can set high standards while empowering senior leaders. The role is remote across the United States and Canada, with a preference for proximity to Toronto for key cross-functional collaboration. About the Job * Act as the leader for StorefrontPro, Enterprise API (Fulfillment and Ads), and FoodStorm, owning the software portfolio's business outcomes end to end — including NRR, expansion GTV, gross revenue retention, time-to-live, implementation quality, and post-live adoption velocity. * Lead and set the strategic agenda for three Director-led teams — Retailer Delivery, Enterprise Architecture & Engineering, and Retailer Success — evolving post-sale engagement from feature enablement toward consultative business advisory that drives retailer ecommerce P&L results. * Build a senior consultative CS capability by hiring and sponsoring Principal Growth Strategists who engage retailer executives on strategy, merchandising, and operations — not just platform configuration — and who can influence roadmap adoption. * Define and operationalize the joint BD-CS operating model for enterprise accounts, setting soft standards and shared expectations that preserve BD's commercial leadership while ensuring consistent, high-quality execution and escalations. * Set the strategic standard for enterprise implementations and own time-to-live as a business lever; champion tooling, automation, and platform investments with Product and Engineering that improve launch speed, activation, and quality at scale. * Design the implementation-to-success motion as an intentionally managed lifecycle (not a document handoff), ensuring launches transition seamlessly into early-lifecycle growth with clear ownership and accountability. * Lead the Enterprise Architecture & Engineering organization — encompassing solutions architecture, technical account management (TAM), and forward-deployed engineering — to drive technical delivery excellence, ecosystem and API adoption, integration quality, and platform reliability across the retailer portfolio. * Represent the portfolio narrative to executive leadership — integrating delivery performance, post-live growth, pipeline risk, and outlook — while maintaining executive presence with retailer counterparts during high-stakes moments. About You Minimum Qualifications * 12+ years of enterprise software leadership spanning post-sale functions at a B2B SaaS or enterprise technology company. * Direct, accountable leadership of a professional services, implementation, or delivery organization, with demonstrated understanding of org design, quality drivers, and scale failure modes. * Direct, accountable leadership of a customer success or account management organization responsible for post-live growth, NRR, and expansion. * Ownership of a combined post-sale P&L with $200M+ ARR, accountable across the full customer lifecycle (implementation through renewal/expansion). * 5+ years managing Director-level leaders across distinct functional disciplines, with a track record of setting standards and holding senior leaders accountable without micromanagement. * Proven success operating in a BD/Sales-led commercial environment and establishing shared norms across BD, Delivery, and CS without imposing rigid process. * Experience leading or directly managing a solutions architecture, technical account management, or professional services engineering function, with an understanding of how technical delivery teams complement commercial account teams on shared enterprise accounts. * Demonstrated ability to integrate technical and commercial organizations under a unified operating model — including solutions architecture, technical account management, and engineering functions alongside commercial success teams — while preserving functional depth and career paths within each discipline. * Deep familiarity with enterprise retail, grocery, or adjacent complex B2B domains, including how large retailers evaluate, implement, and scale technology solutions. Preferred Qualifications * Track record of improving time-to-live and implementation quality at scale, with measurable gains in launch speed, activation rates, or delivery consistency. * Experience transforming CS from reactive enablement to proactive business advisory, including talent strategy, operating model, and tooling changes. * Hands-on design of implementation-to-success motions where delivery and success run in parallel on the same accounts. * Experience running commercial success and technical account management as distinct disciplines within the same organization, with clear role boundaries, shared account ownership models, and escalation protocols. * Track record of building or scaling a TAM or technical success function — including defining the role boundary between TAM, solutions architecture, and support — with clear career ladders that attract and retain technical talent. * Background operating across multiple software business lines with distinct GTM and delivery motions and establishing cross-portfolio coordination standards. * Familiarity with tiered CS models (high-touch for strategic accounts and scaled/digital for the long tail) and when to apply each. * Experience applying AI to augment CS, TAM, and delivery workflows to scale coverage and quality without linear headcount growth. * Background in or strong exposure to grocery, retail technology, ecommerce platforms, or supply chain software. #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. 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 $264,000—$278,500 CAD