Sales Development Representative II, Local Independent Grocery - Toronto

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. 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 $30.77—$32.45 CAD

Director, Enterprise Product Marketing

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’s enterprise business is at an inflection point. Retailers and CPG brands are navigating a rapidly shifting grocery landscape—and the demand for Instacart’s ecommerce, fulfillment, in-store, retail media, AI and data solutions has never been greater. We’re hiring a Director of B2B Enterprise Product Marketing to be the strategic engine behind how we bring this platform to market. This role sits at the intersection of product, commercial, and marketing, and the person who fills it will have a direct line of sight to how Instacart powers the future of grocery.   WHAT YOU’LL COOK UP IN YOUR FIRST YEAR * A unified go-to-market strategy for the enterprise platform that is adopted by Product, BD, and Customer Success as the definitive playbook—giving each team clear positioning, messaging, and campaign tools to win deals and grow adoption. * A differentiated market presence for Instacart’s enterprise solutions, built through compelling thought leadership narratives, multi-channel campaigns, and industry authority that make Instacart the go-to name for grocery retailers evaluating ecommerce and fulfillment partners. * A high-performing, respected product marketing team—four direct reports who are well-integrated into the commercial organization, operating with clarity on priorities, and recognized as indispensable contributors to Instacart’s B2B success. * A sales pipeline meaningfully moved by marketing, with awareness and lead-gen campaigns across events, paid media, content, PR, webinars, and partnerships that are measurably converting interest into conversations. * A global market entry foundation, with regional strategies developed and tested that support Instacart Enterprise’s expansion beyond existing markets. THE SECRET INGREDIENTS WE’RE LOOKING FOR You are a builder and a storyteller—someone who can translate complex enterprise technology into messaging that resonates with grocery executives, while also rolling up your sleeves to get campaigns out the door. You thrive in ambiguity, love working cross-functionally, and bring a bias toward outcomes over activity. Must-have pantry staples (Minimum Qualifications) * 10+ years of B2B marketing experience at a SaaS company, with demonstrated ownership of product marketing across multiple product lines * People management experience, with a track record of growing and developing marketing teams * Proven ability to build and execute full-scale, multi-channel B2B campaigns that drive both awareness and qualified lead generation * Strong written and verbal communication skills—able to distill complex technical topics into clear, compelling narratives for senior audiences including C-suite * Experience developing effective positioning, messaging frameworks, and thought leadership strategies that translate into sales enablement materials * Ability to manage multiple high-stakes projects simultaneously, prioritize effectively, and influence cross-functional stakeholders without direct authority * Comfortable operating independently and collaboratively in a fast-paced, high-growth environment with shifting priorities * High proficiency with Google Slides and comfort with basic marketing analytics Optional garnishes (Preferred Qualifications) * Experience marketing to retailers or grocery audiences, with an understanding of their unique business challenges and buying cycles * Familiarity marketing to a range of company sizes, from large enterprises to SMBs * Background in a high-growth startup or scale-up environment * Technical proficiency that enables effective partnership with product and engineering teams #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 $203,000—$214,000 CAD

Senior Director, Media Analytics, Commercial Strategy & Acceleration

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 The Commercial Strategy & Acceleration (CSX) team empowers Instacart’s commercial organizations with domain expertise to drive innovation, cohesive strategy, and agile execution at scale—catalyzing our partners’ success across retailers, brands, and agencies.   We are seeking a Senior Director of Media Analytics to lead a high-impact organization of approximately 30 analytics professionals focused on Instacart Ads. You will set the vision, strategy, and operating model for how measurement, experimentation, and insights drive advertiser outcomes and unlock incremental investment. In close partnership with Brand Partnerships, Ads R&D, Product, Data Science, and our CPG customers—as well as key industry bodies—you will deliver rigorous, trusted analytics that guide decisions for some of the world’s largest brands.   This role is ideal for a hands-on leader who thrives in a fast-paced, constantly evolving environment and enjoys working cross-functionally to solve complex problems at scale. New York is preferred, with flexibility for qualified candidates across the U.S.; periodic travel to New York City, client offices, and industry events is expected.   ABOUT THE JOB * Own the end-to-end media analytics strategy and roadmap for Instacart Ads, establishing trusted measurement standards that quantify incrementality, optimize performance, and inform advertiser investment decisions. * Lead, develop, and scale a ~30-person team (including managers and senior ICs) across client analytics, measurement science, experimentation, and commercialization; attract top talent and foster an inclusive, high-performing culture. * Build and standardize frameworks for causal inference, geo and audience experiments, MMM, attribution, creative effectiveness, and audience insights; partner with Ads R&D and Data Science to productionize models and reporting at scale. * Collaborate with Brand Partnerships and Sales to deliver compelling, client-ready narratives that translate complex analytics into clear business impact, driving increased advertiser investment. * Establish data governance, quality, and privacy-safe measurement practices; represent Instacart with industry bodies to advance retail media standards and third-party interoperability. * Define and manage OKRs, operating cadences, resourcing, and prioritization across a portfolio of analytics initiatives, focusing the team on the highest-impact work. * Lead third‑party measurement partnerships (e.g., MMM providers, clean rooms) and integrate them with Instacart’s first‑party capabilities to deliver holistic, actionable insights.   ABOUT YOU MINIMUM QUALIFICATIONS * 12+ years of experience in media analytics, marketing science, or ad measurement within digital advertising or retail media. * 7+ years leading analytics teams of 15+ (including managers of managers), with a track record of hiring, developing, and retaining diverse, high-performing talent. * Expertise in incrementality testing and causal inference, experimental design, MMM, and attribution, with programs deployed at enterprise scale. * Advanced SQL and proficiency in Python or R; demonstrated ability to review methodologies, validate models, and uphold analytic rigor. * Bachelor’s degree in a quantitative field (e.g., Statistics, Economics, Mathematics, Computer Science, Engineering) and proven experience influencing C‑suite stakeholders at large advertisers (e.g., CPGs) to drive investment decisions.   PREFERRED QUALIFICATIONS * Graduate degree (MS, MBA, or PhD) in statistics, econometrics, data science, or a related quantitative discipline. * Experience at a retail media network, major ad platform, or enterprise CPG/agency leading large-scale analytics and measurement programs. * Hands-on experience with privacy-safe measurement and clean rooms (e.g., AWS Clean Rooms, Snowflake, Databricks, LiveRamp Safe Haven) and identity solutions. * Proven success evaluating and integrating third-party MMM/attribution providers (e.g., Analytic Partners, Nielsen, Neustar) and reconciling with first-party signals. * Engagement with industry bodies (e.g., IAB, ARF, MMA) and recognized thought leadership through standards work, publications, or conference speaking.   #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 $300,000—$316,500 CAD