About this role.
Instacart is hiring an entry-level Activation Sales Development Representative to build relationships with emerging and scaled CPG advertisers and help them launch successful ad campaigns. The role centers on high-volume outbound prospecting, lead qualification, meeting setting, CRM management, and advertiser activation within the Brand Partnerships organization. The representative will manage a book of business, support active advertisers in increasing investment, and coordinate with product teams to improve scalable ad solutions. Success depends on consistently meeting sales KPIs while providing organized, high-quality customer experiences in a fast-paced transactional environment.
Role DNA
A quick view of the complexity, pace, ownership and collaboration implied by the job description.
Job Complexity
3/5Pace & Pressure
5/5Autonomy Level
3/5Communication Load
5/5Salary analysis
Estimated compensation compared with the broader US market for similar roles.
Core skills
Skills and capabilities most closely associated with this opportunity.
Sample interview questions
I segment leads by fit, intent signals, opportunity stage, and next action in the CRM. I use structured cadences across phone, email, and social outreach, block time for prospecting and follow-up, and review overdue tasks daily. This approach helps me sustain activity volume without losing context or neglecting higher-value opportunities.
I would first learn the brand's objectives, audience, current retail or media strategy, and likely barriers to adoption. I would then connect relevant platform capabilities and case-study outcomes to those goals, using a concise, tailored story rather than a generic pitch. I would close by proposing a practical next step, such as a discovery meeting or activation plan, and document objections for follow-up.
I would track leading indicators such as outbound calls, emails, connection rates, response rates, meetings set, and lead-to-meeting conversion. I would also monitor downstream results including activation rate, live advertiser percentage, retention, revenue contribution, and pipeline quality. Reviewing these metrics together helps identify whether I need to improve targeting, messaging, follow-up, or qualification.
I would prioritize work by customer impact, urgency, revenue potential, and dependencies, then build a clear task plan with owners and deadlines. I would communicate early when timing or requirements change, keep stakeholders updated, and use a tracker or CRM to ensure no action is missed. This creates transparency while allowing me to resolve bottlenecks before they affect the customer experience.
I would update records immediately after meaningful interactions, verify titles and decision-making roles, log next steps, and flag contact changes as soon as I identify them. I would use consistent account notes and required fields so teammates can understand account history and current status. Regular data-quality reviews would help me catch duplicates, incomplete records, and stale information.
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
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