Senior Director, Emerging Sales

Remote from
Job type
Full Time,
Opening date
Closing date
13 Mar 2023

About Instacart

Instacart invites the world to share love through food. This is how homemade is made.

Actively Hiring

The Senior Director of Ad Sales sits within Instacart’s Brand Partnerships Organization and is a key member of the Leadership team.  This individual will be focused on leading a team in growing mission critical relationships with a key segment of Instacart’s CPG advertisers.  As a Senior Director, this person is expected to be the senior advocate for our CPG / Advertiser relationships within Instacart, as well as a champion for empowering and enabling their team to operate effectively and drive growth with their CPG counterparts.  This person must be a self-starter, experienced people and sales leader and able to execute efficiently and effectively within the context of the ‘big picture’.


  • Set and deliver on team sales goals
  • Maintain a deep understanding of your accounts with the ability to give status updates at a moment’s notice (i.e. opportunity, risks, actions, help needed)
  • Create, maintain and evolve strategic territory  plans to unlock opportunities in high priority areas and achieve growth objectives
  • Develop, review and deploy sales collateral, case studies, and custom ‘stories’ to translate benefits of Instacart’s platform to Emerging Brands
  • Set long term strategy with your team and Emerging Brand Partners to deliver mutual growth
  • Lead annual planning and budgeting process and roll up across accounts with the ability to quickly make trade offs based on strategic importance and business impact
  • Lead and support teams in various contract negotiations with high stakes
  • Review and approve all partner contracts and commitments
  • Develop and maintain senior executive level relationships with your Emerging Brand Partners
  • Educate Senior Emerging Brand Partner leaders (VP level) on the importance of eCommerce in their strategy
  • Support your team in expanding strategic relationships within your accounts
  • Build and maintain strong relationships with Instacart cross functional teams and your accounts (e.g. analytics, product management, engineering, legal, finance, etc.)
  • Maintain strong relationships between account team and cross functional Instacart teams to ensure limited resources are prioritized to support your accounts
  • Engage, coach and develop your account teams – empower them to do their best work – including effective preparation for all key internal and external meetings
  • Maintain a strong understanding of the evolving Instacart value proposition and how it compares to key competitors – ability to ‘stand and deliver’ internally and externally
  • Expand active Emerging Brand Partnerships with a focus on growing high priority categories to increase auction depth
  • Gain trial and adoption of all Instacart Ads automation tools such as optimized bidding
  • Coach clients on media mix to ensure adoption of Sponsored Product and Shoppable Display
  • Provide insight into retailer expansion opportunities where applicable, leveraging key data and reporting


  • 15+ years of experience
  • Experience leading and developing quota carrying sales teams
  • Experience building and maintaining C-suite / Sr. executive relationships
  • Strong written / verbal communication skills and executive presence
  • Strong understanding of CPG industry, budgets, competition and sales dynamics
  • Strategy experience in the CPG / Advertising Industry with ability to ‘think big’
  • Experience with prominent digital advertising tools and capabilities
  • Some understanding of Instacart’s business model and position in the competitive set
  • Empathy for and understanding of product development and engineering in a fast moving / high growth tech environment
  • Ability to form, lead and develop effective teams in a dynamic, fast paced environment
  • Comfort selling new / novel / untested advertising tools
  • Deep experience making sound, fact-based commercial decisions rooted in data

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What position is Instacart hiring for?

Instacart is hiring a remote Senior Director, Emerging Sales from ,

What type of employment does Instacart offer?

This is a Full Time role.