Sales Development Representative II, Local Independent Grocery

About the role

You will spearhead efforts to integrate neighborhood retailers into the Instacart ecosystem by driving the entire sales journey from initial discovery to committed partnership. This position requires you to own the identification, engagement, and qualification of new business opportunities within the independent grocery sector. You will act as the primary point of contact, articulating the value of the Instacart Marketplace and guiding retailers through their digital transformation. The role involves balancing strategic account planning with hands-on execution to ensure sustainable growth for both the retailer and the platform. You will be responsible for maintaining a disciplined sales methodology that emphasizes data-driven decisions and consistent follow-through. Collaboration with internal stakeholders will be essential to tailor offerings that align with the specific goals of each retail partner. Ultimately, you will shape the future of local grocery commerce by expanding the marketplace footprint one strategic relationship at a time.

Key facts

What you'll do

• Execute targeted outreach campaigns to identify and engage independent grocery retailers, initiating conversations that highlight marketplace opportunities.
• Conduct comprehensive discovery sessions to understand the unique challenges and objectives of each prospective partner.
• Develop and present tailored value propositions that demonstrate how Instacart solutions can drive incremental revenue and customer loyalty.
• Build and maintain a robust sales pipeline that balances early stage exploration with active negotiation opportunities.
• Create persuasive written and visual narratives, including case studies and collateral, that simplify complex platform features for retail audiences.
• Monitor and adjust sales activities in real time to optimize performance against established key performance indicators.
• Coordinate with internal teams to gather market intelligence and refine messaging based on competitive insights.
• Navigate complex decision-making units within retail organizations to secure stakeholder alignment and executive sponsorship.
• Analyze deal structures and terms to ensure proposed solutions meet both business needs and platform guidelines.
• Document every interaction meticulously to ensure continuity and enable data-driven refinements to the sales approach.
• Forecast revenue accurately by applying statistical methods and historical patterns to current opportunities.
• Provide feedback from the field to product and marketing teams, influencing the evolution of Instacart offerings for local retailers.
• Lead multi-threaded conversations that address pricing, integration, and operational considerations specific to grocery operations.
• Champion the Instacart brand by delivering consistent, professional, and results-oriented communications across all touchpoints.

Requirements

• You must possess prior professional experience in sales or business development roles within a relevant industry.
• You are required to demonstrate a documented history of hitting or surpassing sales quotas and performance metrics consistently.
• You must exhibit strong verbal and written communication skills that enable you to build rapport and trust with business owners.
• You are expected to maintain a high level of organization and project management capability to handle multiple opportunities simultaneously.
• You must be able to work independently while thriving in a fast-changing, dynamic environment that demands agility.
• You are required to adopt a detail-oriented approach to all tasks to ensure accuracy and compliance with procedures.
• You must be willing to adapt to shifting priorities and manage your time effectively without direct supervision.

Nice to have

• You should have an understanding of the grocery sector, including current market trends and operational hurdles faced by independent retailers.
• You are preferred to have a background in selling SaaS products to retail customers or partners.
• You are preferred to be proficient with CRM platforms like Salesforce and various sales engagement tools used in a B2B context.

Practical notes

• This is a Flex First role, allowing you to work from home, an office, or other approved locations based on your preference.
• Compensation includes a base salary along with new hire equity grants and annual equity refreshes as part of the total rewards package.
• Base pay for this role in Illinois is specified as $25.48 to $26.93 per hour, reflecting the specific requirements of the position.
• Offers for this position are determined by individual experience and specific skills demonstrated throughout the hiring process.
• The engagement is full-time, requiring a commitment to consistent availability during standard business hours to support sales activities.
• Travel is not expected for this role, as the position is designed to operate remotely with no mandatory in-person meetings.
• This role is not eligible for visa sponsorship at this time, and candidates must have the right to work in the United States.
• The position requires reliable access to high-speed internet and standard office equipment to perform essential functions effectively.
• Candidates must be able to meet all compliance and policy requirements related to data privacy and confidentiality in a remote work setting.
• The work schedule is flexible, but core collaboration hours may be defined to ensure alignment with team objectives and stakeholder availability.
• Performance reviews will be conducted periodically to assess progress against goals and determine eligibility for additional equity grants or promotions.
• Success in this role depends on your ability to manage your territory effectively and generate a predictable stream of qualified opportunities.
• You will be responsible for tracking your expenses related to any necessary home office adjustments if they are required for role performance.
• This role is part of a larger initiative to modernize the local retail landscape through technology and platform-driven growth strategies.
• You are expected to adhere to the company code of conduct and uphold the values of integrity, collaboration, and excellence in every interaction.
• The role provides access to training and development resources to help you refine your sales techniques and advance your career over time.
• You will participate in regular check-ins and pipeline reviews to ensure that your activities are aligned with the strategic objectives of the Local Independent Grocery team.
• The ability to translate complex technical concepts into clear, actionable insights for non-technical audiences is critical to your effectiveness in this position.
• You will leverage data and analytics to identify trends, prioritize accounts, and adjust your strategies to maximize your impact on the sales funnel.
• Collaboration with marketing and product teams will be necessary to ensure that your messaging remains consistent and compelling across all channels.
• You must be comfortable using technology to communicate, manage deals, and report results in a fast-paced, remote-first environment.
• The role offers the opportunity to work with a diverse group of professionals who are passionate about transforming the grocery industry through innovative commerce solutions.
• You will be expected to maintain a positive and resilient mindset, handling rejection and feedback constructively to continuously improve your performance.
• The position contributes directly to the growth of the Instacart marketplace by enabling small businesses to reach a broader customer base through digital fulfillment.
• You will have the chance to influence the direction of local retail partnerships and help define best practices for scalable growth.
• The successful candidate will be a self-starter who thrives on ownership, transparency, and achieving measurable results in a high-impact role.