Sales Development Representative II, Local Independent Grocery - New York

Sales Development Representative II, Emerging - Instacart Business

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. WHY THIS ROLE IS ON THE MENU Instacart Business is building the go-to B2B purchasing experience for teams that need fast, reliable delivery of food, office essentials, and last-mile supplies — and we’re still in the early innings. The emerging-market segment is largely untapped, and we need a sharp, entrepreneurial seller to help us define how we reach and win these customers. We’re hiring an SDR II to own full-cycle sales in this segment and directly shape how Instacart Business grows. This role sits at the intersection of outbound hustle and strategic product partnership, and the person who fills it will have a direct line of sight to how we scale from a team of 6 to a market leader.   WHAT YOU’LL COOK UP IN YOUR FIRST YEAR * A healthy, self-sourced pipeline of emerging-market logos — built from consistent 40–60 daily outbound touches and 3x+ pipeline coverage — that directly fuels Instacart Business’s new logo growth. * Net-new closed-won revenue in the emerging segment, from first touch through signed deal, with a track record of meeting or exceeding monthly and quarterly quota. * Repeatable, tested playbooks for prospecting and closing in the emerging segment — including refined ICPs, A/B-tested sequences, and conversion benchmarks that the broader team can build on. * Meaningful cross-functional partnerships with Product, Engineering, Marketing, and Operations — bringing the voice of your customers into roadmap conversations, pilots, and packaging decisions. * A reputation as the go-to for emerging-market deal expertise: someone who can run tailored demos, build ROI narratives for multiple personas, and navigate buying committees with confidence.   THE SECRET INGREDIENTS WE’RE LOOKING FOR Must-have pantry staples (Minimum Qualifications) * 2+ years of B2B sales experience in SDR, BDR, or AE roles, with a focus on outbound prospecting and new logo acquisition. * 1+ year owning a full sales cycle for SMB or emerging-market accounts, including discovery, demo, negotiation, and close. * Documented track record of meeting or exceeding quota (pipeline generation and/or closed-won attainment) in recent roles. * Proficiency with Salesforce CRM and at least one sequencing tool (e.g., Outreach or Salesloft), plus LinkedIn Sales Navigator or similar data enrichment tools. * Strong written and verbal communication skills with the ability to tailor messaging to multiple personas (e.g., Operations, Facilities, HR/Workplace, Procurement). * Ability to work West Coast hours; candidates based in the United States or Canada. * Bachelor’s degree or equivalent practical experience.   Optional garnishes (Preferred Qualifications) * Experience selling logistics, delivery, e-commerce, procurement, workplace/office services, foodservice, or expense management solutions. * Familiarity with sales methodologies such as MEDDICC, BANT, or SPICED and a disciplined approach to pipeline management and forecasting. * Proven experience building early-stage sales motions or playbooks in a high-growth or startup environment. * Comfort running tailored demos and ROI/value narratives that resonate with multiple stakeholders and buying committees. * Experience partnering with Product and Engineering to influence pilots, beta programs, or roadmap priorities based on customer feedback.   #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 $27.88—$29.33 USD WA $26.44—$27.89 USD OR, DE, ME, MA, MD, NH, RI, VT, DC, PA, VA, CO, TX, IL, HI $25.48—$26.93 USD All other states $23.08—$24.28 USD

Retention Sales Development Representative II

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 About the Role  The Sales Development Representative (SDR) will play a vital role in managing and growing the Scaled Cohort at Instacart. This position is responsible for increasing the active advertiser rate and driving incremental revenue growth by developing full-funnel media plans based on client objectives, including budget, bid, and campaign optimization recommendations. As an SDR, you will be the main point of contact for brands within your assigned book of business, owning all aspects of the advertising relationship. About the Team The Retention Sales Development Representative (rSDR) team exists to build relationships with Emerging-Scaled advertisers post activation. Through these relationships, rSDRs help Emerging-Scaled advertisers to optimize campaigns, prevent churn, prioritize growth and deliver on long term revenue. About the Job * Developing and maintaining strong relationships with advertisers, managing full end‑to‑end sales cycle, and client relationship post launch * Conducting a high volume of daily activities, including outbound calls, emails, and social selling in a fast-paced transactional environment. * Creating sales collateral, case studies, and custom 'stories' to effectively communicate the benefits of Instacart's platform to CPG advertisers. * Meeting and exceeding key performance indicators (KPIs), such as retention rate, revenue generated, and live advertiser percentage. * Utilizing SFDC/Sales engagement tools to prioritize leads and engage brands through the use of cadences and dialing. * Ensuring accurate contact mapping within the book of business and tracking contact movement updates. * Engaging active advertisers within your book to drive increased investments, leveraging your industry expertise and knowledge of the brands' businesses. * Identifying opportunities to standardize materials and processes to provide high-quality support at scale. * Delivering an excellent customer experience through strong project management skills, anticipating and resolving bottlenecks, managing multiple schedules, and maintaining a high standard of execution. About You Minimum Qualifications * 1+ years of experience in a sales or business development role, preferably in the advertising and/or CPG industry. * Strong communication skills, both written and verbal, with the ability to build rapport and establish lasting relationships. * Proven track record of meeting or exceeding sales targets and KPIs. * Excellent organizational and project management skills. * Detail-oriented with a focus on accuracy and quality. * Ability to adapt to a fast-paced and dynamic environment. Preferred Qualifications * Strong advertising industry knowledge and understanding of CPG advertising is a plus. * Familiarity with CRM software (e.g., Salesforce) and sales engagement tools. * Familiarity with leveraging AI to assist in sales processes and maximize efficiency.  * Experience working with and prioritizing a large book of business. #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 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 $56,000—$60,000 USD WA $54,000—$56,000 USD OR, DE, ME, MA, MD, NH, RI, VT, DC, PA, VA, CO, TX, IL, HI $52,000—$54,000 USD All other states $47,000—$49,000 USD OTE Range $59,500—$76,000 USD

Activation Sales Development Representative I

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 About the role - As we continue our fast growth, we are looking to add to our Sales Development Representative team within the Business Development group. We are hiring a class of Sales Development Representatives to join our Brand Partnerships team, generating new business opportunities for the company by identifying, contacting, and qualifying potential customers. In this role you will be managing leads through the sales pipeline by setting meetings, following up on leads, and tracking progress towards meeting sales goals. We are looking for someone who has excellent communication skills, a strong work ethic, and a proven track record of success in sales. If you are a self-motivated individual with a passion for sales, we encourage you to apply.  About the Team - The Instacart Brand Partnerships Sales Development Representative (SDR) team exists to build relationships with Emerging-Scaled advertisers pre-activation. Through these relationships, SDRs help Emerging-Scaled advertisers to set up and launch successful ads campaigns. About the Job * Develop and maintain strong relationships with advertisers, managing all aspects of the sales cycle. * Conduct a high volume of daily activities, including outbound calls, emails, and social selling in a fast-paced transactional environment. * Create sales collateral, case studies, and custom 'stories' to effectively communicate the benefits of Instacart's platform to CPG advertisers. * Meet and exceed key performance indicators (KPIs), such as retention rate, revenue generated, and live advertiser percentage. * Utilize SFDC/Sales engagement tools to prioritize leads and engage brands through the use of cadences and dialing. * Ensure accurate contact mapping within the book of business and track contact movement updates. * Engage active advertisers within your book to drive increased investments, leveraging your industry expertise and knowledge of the brands' businesses. * Identify opportunities to standardize materials and processes to provide high-quality support at scale. * Deliver an excellent customer experience through strong project management skills, anticipating and resolving bottlenecks, managing multiple schedules, and maintaining a high standard of execution. * Collaborate with product teams to prioritize product improvements that assist in scaling ad products for small to medium-sized businesses. About You Minimum Qualifications * Previous experience in a sales or business development role, preferably in the advertising industry. * Strong communication skills, both written and verbal, with the ability to build rapport and establish lasting relationships. * Proven track record of meeting or exceeding sales targets and KPIs. * Excellent organizational and project management skills. * Detail-oriented with a focus on accuracy and quality. * Ability to adapt to a fast-paced and dynamic environment. Preferred Qualifications * Strong advertising industry knowledge and understanding of CPG advertising is a plus. * Familiarity with CRM software (e.g., Salesforce) and sales engagement tools. #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 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 $48,000—$50,000 USD WA $46,000—$48,000 USD OR, DE, ME, MA, MD, NH, RI, VT, DC, PA, VA, CO, TX, IL, HI $44,000—$47,000 USD All other states $40,000—$42,000 USD OTE Range $49,500—$63,000 USD