Strategic Partner Manager

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. 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 $174,286—$220,143 USD

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

Strategic Partner Manager, Enterprise Partnerships

Plaid

We believe that the way people interact with their finances will drastically improve in the next few years. We’re dedicated to empowering this transformation by building the tools and experiences that thousands of developers use to create their own products. Plaid powers the tools millions of people rely on to live a healthier financial life. We work with thousands of companies like Venmo, SoFi, several of the Fortune 500, and many of the largest banks to make it easy for people to connect their financial accounts to the apps and services they want to use. Plaid’s network covers 12,000 financial institutions across the US, Canada, UK and Europe. Founded in 2013, the company is headquartered in San Francisco with offices in New York, Washington D.C., London and Amsterdam. Plaid’s GTM Partnerships team unlocks “one to many” customer relationships with technology platforms to allow more end customers and consumers to benefit from Plaid’s solutions. Partner Account Managers are aligned with specific revenue segments, in this case supporting our Enterprise partners. In this role, you'll be the primary point of contact for Enterprise partners with a specific focus on managing our payment partners looking to leverage Plaid in a number of ways from Pay-by-Bank to account funding to KYC. You own the full partner lifecycle: from technical integration and "first customer live" milestones to scaling volumes and driving product expansion. You are a "corporate athlete" who thrives in ambiguity: you are just as comfortable diving into technical API specifications with an engineer as you are negotiating commercial terms with a C-suite executive. You will act as the internal quarterback, driving cross-functional work streams across Product, Legal, Engineering, and Marketing to align internal resources with partner needs. Successful candidates bring a blend of commercial prowess, high-level business acumen, and a proven track record of influencing stakeholders without direct authority. Responsibilities * Partner management: Own all aspects of the partner relationship, including business strategy, product adoption, and long-term growth. Lead the internal/external relationship and act as the partner's primary advocate within Plaid. * Commercial growth and upselling: Drive significant ARR growth by elevating partnerships through key milestones—from integration to scale—and identifying opportunities to sell into additional use cases. * Cross-functional orchestration: Lead complex projects by aligning internal teams (Product, Compliance, Legal, Engineering) behind partner initiatives. You will influence the product roadmap by distilling partner feedback into actionable scaling needs. * Strategic Planning: Build and execute long-term strategic plans (9-12 months out) for a portfolio of accounts, balancing day-to-day operational execution with proactive strategic growth. Qualifications * 4+ years account management experience in a dynamic high-growth environment, and 7+ years of overall work experience. * Proven ability to develop and grow large partner relationships (>$5m++ ARR) * Strong communicator and internal relationship builder, who can collaborate cross-functionally (e.g., with our Product and technical teams) on complex topics * A strong business generalist with strategic mindset to build a holistic partner program in addition to individual partner relationships * Enterprise, regulated industry, and previous B2B technology experience are a strong plus Our mission at Plaid is to unlock financial freedom for everyone. To support that mission, we seek to build a diverse team of driven individuals who care deeply about making the financial ecosystem more equitable. We recognize that strong qualifications can come from both prior work experiences and lived experiences. We encourage you to apply to a role even if your experience doesn't fully match the job description. We are always looking for team members that will bring something unique to Plaid! Plaid is proud to be an equal opportunity employer and values diversity at our company. We do not discriminate based on race, color, national origin, ethnicity, religion or religious belief, sex (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender, gender identity, gender expression, transgender status, sexual stereotypes, age, military or veteran status, disability, or other applicable legally protected characteristics. We also consider qualified applicants with criminal histories, consistent with applicable federal, state, and local laws. Plaid is committed to providing reasonable accommodations for candidates with disabilities in our recruiting process. If you need any assistance with your application or interviews due to a disability, please let us know at accommodations@plaid.com. Please review our Candidate Privacy Notice here. Additional compensation in the form(s) of equity and/or commission are dependent on the position offered. Plaid provides a comprehensive benefit plan, including medical, dental, vision, and 401(k). Pay is based on factors such as (but not limited to) scope and responsibilities of the position, candidate's work experience and skillset, and location. Pay and benefits are subject to change at any time, consistent with the terms of any applicable compensation or benefit plans.