Sales Executive, Mid Market

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 is growing its advertising business at pace, and our CPG brand partners need more than account management — they need a strategic partner who can connect the dots between retail media investment and real business outcomes. Without this role, a growing portfolio of mid-market brands won't get the dedicated attention needed to accelerate their growth on the platform. Twelve months from now, this person will have become the trusted advisor for 5–10 fast-growing brands, helping them unlock the full potential of Instacart's platform and becoming a critical driver of our ads revenue growth. What you'll cook up in your first year • Own and grow a portfolio of 5–10 mid-market CPG brands, building relationships deep enough with executive stakeholders that you become their first call when they're thinking about retail media investment. • Hit and exceed quarterly and annual revenue targets by translating data-driven insights into compelling investment cases that move clients from transactional spend to strategic partnerships. • Deliver monthly, quarterly, and annual business reviews that go beyond reporting — identifying growth opportunities and influencing how brands allocate their advertising budgets on Instacart. • Build a library of differentiated sales collateral, case studies, and brand-specific narratives that make it easier for your clients to say yes — and for the broader team to replicate your wins. • Become a recognized voice at the intersection of CPG and retail media, bringing insights from the field back to product, marketing, and insights teams to improve how Instacart serves this client segment. The secret ingredients we're looking for You're a consultative seller who leads with insight, not pitch decks. You know how to navigate complex organizations, build trust with senior stakeholders, and translate platform capabilities into outcomes that matter to CPG brands. You're comfortable in ambiguity, energized by a fast-moving environment, and motivated by the idea of building something that hasn't existed before. Must-have pantry staples (Minimum Qualifications) • 3–5+ years of experience in advertising sales, with a track record of managing and growing accounts • 1+ year of experience working with CPGs , with working knowledge of KPIs and campaign performance • Demonstrated ability to analyze data, extract business insights, and use them to influence client decision-making • Strong written, verbal, and presentation skills — able to communicate clearly to both day-to-day contacts and C-suite stakeholders • Comfortable working across tools like Excel/Google Sheets and familiar with CRM or sales tracking platforms • High attention to detail with strong execution skills Optional garnishes (Preferred Qualifications) • Experience in retail media or CPG-focused sales, with knowledge of how brands measure ROI on platform advertising • Consistent track record of quota attainment while building long-term client relationships, not just closing deals • Familiarity with SQL or Tableau to independently pull and interpret data without relying on analytics support #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 $96,000—$125,500 USD OR, DE, ME, MA, MD, NH, RI, VT, DC, PA, VA, CO, TX, IL, HI $93,000—$120,500 USD All other states $84,000—$109,500 USD CA, NY, CT, NJ $101,000—$131,000 USD OTE Range $152,000—$238,500 USD