Senior AI Solution Sales Executive
About this role
Professionals who thrive in ambiguity and enjoy building commercial infrastructure from scratch will find a natural home in this position. Instacart is expanding its grocery retail capabilities by developing agentic artificial intelligence solutions and establishing the corresponding sales frameworks in real time.
Ownership of the end-to-end commercial motion for these emerging technologies defines the daily work. Responsibilities include shaping pricing frameworks, negotiating multi-year partnerships, and closing complex agreements with enterprise retail stakeholders at the vice president level and above.
Created to establish Instacart as a primary technology partner in the grocery sector, the position requires close coordination with internal legal, finance, and security teams. Ideal candidates bring a strong background in high-value enterprise sales and possess the strategic instincts needed to navigate new commercial paradigms.
What you will do
- Own the end-to-end commercial motion for agentic artificial intelligence solutions sold directly to grocery retailers.
- Establish and prove a comprehensive commercial playbook that includes pricing frameworks, statement of work templates, and multi-year partnership structures.
- Close multiple complex artificial intelligence engagements from initial scoping through signed contracts.
- Navigate lengthy enterprise procurement processes by coordinating across internal and customer stakeholders including legal, finance, and information security.
- Partner with vice president level and higher retail stakeholders to build trust and run disciplined deal processes.
- Feed market intelligence gathered during commercial negotiations back to leadership to shape future go-to-market approaches.
What you need
- Bring seven or more years of experience in enterprise sales, commercial partnerships, or business development.
- Demonstrate a strong track record of closing complex, high-value deals involving multiple stakeholders and non-standard commercial structures.
- Possess the ability to structure and negotiate sophisticated commercial agreements encompassing contract terms, pricing mechanics, and risk allocation.
- Show experience navigating lengthy enterprise procurement processes and coordinating across cross-functional departments.
- Display strong commercial acumen and executive presence for conversations with senior-level retail stakeholders.
- Demonstrate comfort operating in an early-stage function where the commercial playbook is still under development.
Nice to have
- Prior experience selling technology solutions into grocery retail or adjacent consumer industries
- Familiarity with emerging artificial intelligence commercial models such as usage-based pricing and outcome-linked fees
Benefits
- Sales Incentive Plan with cash variable incentive targets based on performance
- New hire equity grant as well as annual refresh grants
- Flex First remote work policy allowing employees to work from home, an office, or other locations
Questions candidates ask
What is the remote work policy for this job?
Instacart operates under a Flex First team approach where employees have the flexibility to choose where they do their best work, whether from home, an office, or another location, while staying connected through regular in-person events.
What is the compensation and OTE range for the role?
The base pay range for Washington is $140,000 to $148,000 USD, with other states varying by location, and the total on-target earnings range is $173,500 to $220,000 USD including a Sales Incentive Plan.
What kind of experience is required for this position?
Candidates must have seven or more years of experience in enterprise sales, commercial partnerships, or business development, alongside a track record of closing complex, high-value deals with multiple stakeholders.