Senior Sales Executive, Strategic

Instacart's largest CPG partners are scaling fast — and the bar for how we show up to them is rising. Our Strategic Sales team works with Fortune 100 brands where a single deal can represent multi-million dollar commitments, and where the relationships we build today determine the category leadership we hold tomorrow. We're hiring a Senior Sales Executive to own some of our most important CPG accounts, driving the kind of consultative, data-backed selling that moves brands from testing Instacart to making it a cornerstone of their annual media plan. This role sits at the intersection of brand strategy, digital media, and platform monetization — and the person who fills it will have a direct line of sight to Instacart's top-line growth.

A portfolio of Fortune 100 CPG accounts has grown revenue meaningfully year-over-year — with annual plans in place, multi-million dollar contracts closed, and executive relationships strong enough to weather tough conversations.

Brands that came in testing seasonal campaigns are now running always-on programs — because you built the data-backed stories and custom proposals that made the business case undeniable.

Cross-functional partners in account management, analytics, measurement, product, and engineering point to deals you championed as examples of how sales and product can shape monetization strategy together.

Bespoke campaigns tied to key advertiser occasions have been designed and sold in partnership with Marketing and Yield — delivering outcomes that brands cite as proof points in their own internal planning.

Your individual and team sales and net margin targets are met or exceeded, with a forecast that your cross-functional partners trust.

Must-have pantry staples (Minimum Qualifications)

Solid understanding of the CPG environment — through direct brand sales, agency, or eCommerce experience — with the ability to navigate stakeholders across Media, Brand, Commercial, and Agency teams

Experience selling large brand-centric campaigns against major seasonal tentpole moments, with average contract values of $100K–$1MM+

Knowledge of the digital media landscape, including connected TV, programmatic, and social platforms for offsite media

Strong presentation and proposal-building skills; comfortable presenting to senior client stakeholders

Comfort operating at both strategic and executional levels — able to dive into data and surface insights that drive decisions

High attention to detail, strong follow-through, and a genuine sense of urgency with clients

Proficiency in Microsoft Office (Excel), Google Drive, and Salesforce; experience with data tools such as Tableau, Periscope, or Mode preferred

Openness to travel

Optional garnishes (Preferred Qualifications)

Consistent track record of achieving or exceeding quota while building lasting client relationships

Experience shaping product or monetization strategy in partnership with internal 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.

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$142,000—$150,000 USDOR, DE, ME, MA, MD, NH, RI, VT, DC, PA, VA, CO, TX, IL, HI$136,000—$143,500 USDAll other states$124,000—$131,000 USDCA, NY, CT, NJ$149,000—$157,000 USDOTE Range$248,500—$313,500 USD