Retention Sales Development Representative II

About the role

You own the full lifecycle of the advertiser relationship within your assigned book of business at Instacart, acting as the primary point of contact for Emerging-Scaled advertisers post activation. You develop and maintain strong relationships while managing the entire end-to-end sales cycle, ensuring consistent engagement after campaigns go live. Through data-driven insights, you build out full-funnel media plans that align with client objectives around budget, bid strategies, and ongoing campaign optimization. You are responsible for increasing the active advertiser rate and driving incremental revenue growth by identifying expansion opportunities and preventing churn. As a trusted advisor, you translate platform capabilities into compelling stories and custom narratives that resonate with CPG advertiser needs. You leverage your expertise to standardize materials and processes, enabling high-quality support that scales across a growing book of business. Ultimately, you deliver an excellent customer experience by anticipating bottlenecks, managing multiple priorities, and executing with a high standard of professionalism.

Key facts

What you'll do

Conduct outbound calls, emails, and social selling in a fast-paced transactional environment to engage advertisers.

Develop and maintain strong relationships with advertisers, managing the full end-to-end sales cycle and client relationship post-launch.

Create sales collateral, case studies, and custom stories that effectively communicate the benefits of Instacart's platform to CPG advertisers.

Utilize SFDC and sales engagement tools to prioritize leads, manage cadences, and dial strategically.

Ensure accurate contact mapping within the book of business and track contact movement updates over time.

Engage active advertisers within your book to drive increased investments and grow their presence on the platform.

Identify opportunities to standardize materials and processes to provide high-quality support at scale across the rSDR team.

Meet and exceed key performance indicators such as retention rate, revenue generated, and live advertiser percentage.

Deliver an excellent customer experience through strong project management, anticipating bottlenecks and managing multiple schedules.

Coordinate cross-functionally to align messaging, materials, and processes that support scalable growth for Emerging-Scaled advertisers.

Requirements

1+ years of experience in a sales or business development role, preferably in the advertising and/or CPG industry.

Strong communication skills, both written and verbal, with the ability to build rapport and establish lasting relationships with advertisers.

Proven track record of meeting or exceeding sales targets and key performance indicators in a quota-driven environment.

Excellent organizational and project management skills to handle multiple priorities and deadlines simultaneously.

Detail-oriented with a focus on accuracy and quality in all client-facing materials and data management.

Ability to adapt to a dynamic, fast-paced environment while maintaining a high standard of execution.

Strong comfort level with technology, tools, and platforms that support sales engagement and relationship management.

Commitment to representing Instacart's brand with professionalism, empathy, and a customer-first mindset in every interaction.

Practical notes

Instacart is a Flex First team, so this role operates under a flexible work policy where employees can choose where they do their best work, whether from home, an office, or a favorite coffee shop. Regular in-person events are held to help maintain connection and build community across the team. This role reports within the Retention Sales Development Representative team, which focuses on building relationships with Emerging-Scaled advertisers post activation to optimize campaigns, prevent churn, prioritize growth, and deliver long-term revenue outcomes. You will work closely with cross-functional partners to ensure alignment on messaging, materials, and processes that support scalable growth. Success in this role depends on your ability to manage a high volume of daily activities including calls, emails, and social selling in a fast-paced transactional environment. You will use SFDC and sales engagement platforms to manage cadences, prioritize leads, and track engagement effectively. Accurate contact mapping and ongoing tracking of contact movement within your book of business are essential responsibilities. The role involves meeting and exceeding defined KPIs such as retention rate, revenue generated, and live advertiser percentage. You will be expected to identify opportunities for standardizing materials and processes to improve efficiency and consistency across the team. Strong project management skills are required to deliver excellent customer experiences, anticipate bottlenecks, and maintain a high standard of execution. This position is part of a team dedicated to helping emerging and scaled advertisers thrive on the Instacart platform. The role contributes directly to driving incremental revenue and increasing active advertiser retention through data-informed outreach and strategic engagement.