Senior AI Solution Sales Executive
About this role
Closing complex commercial deals, establishing pricing frameworks, and partnering with grocery retailers to deploy agentic AI solutions drive the daily responsibilities of this position. Instacart is expanding its commercial infrastructure to sell advanced AI products directly to grocery retail partners, requiring dedicated leadership to manage the entire sales lifecycle from scoping to contract execution.
Owning the commercial motion end-to-end involves navigating lengthy enterprise procurement cycles, coordinating internal legal and security teams, and feeding market insights back to AI leadership to shape future go-to-market strategies. Candidates who thrive in early-stage environments and possess strong executive presence to engage with retail leaders at the vice-president level and above will succeed in this role.
What you will do
- Manage complex AI commercial engagements from initial scoping through signed contracts.
- Establish and validate commercial playbooks including pricing frameworks and statement of work templates.
- Coordinate internal deal processes across legal, finance, security, and executive stakeholders without creating bottlenecks.
- Build trust with retailer stakeholders at the VP level and above through disciplined deal management.
- Feed market intelligence from commercial negotiations back to AI Solutions leadership to evolve pricing models.
What you need
- Bring seven or more years of experience in enterprise sales, business development, or commercial partnerships.
- Demonstrate a track record of closing high-value deals involving multiple stakeholders and non-standard commercial structures.
- Possess the ability to structure and negotiate sophisticated commercial agreements covering contract terms and risk allocation.
- Navigate lengthy enterprise procurement processes and coordinate across internal and external stakeholders.
- Exhibit strong commercial acumen and executive presence when interacting with senior retail leadership.
Nice to have
- Prior experience selling technology solutions into grocery retail or adjacent consumer industries.
- Familiarity with emerging AI commercial models such as usage-based pricing or outcome-linked fees.
Benefits
- Base pay range of $151,000 to $159,000 CAD
- Sales Incentive Plan with cash variable incentive targets
- OTE range of $208,500 to $220,000 CAD
- New hire equity grant and annual refresh grants
Questions candidates ask
What is the remote work policy for this role?
Instacart operates as a Flex First team where employees have the flexibility to choose where they do their best work. Currently, hiring for this remote position is restricted to the Canadian provinces of Ontario, Alberta, British Columbia, and Nova Scotia.
What is the compensation and OTE range for the position?
The base pay range for a successful candidate is $151,000 to $159,000 CAD, alongside a Sales Incentive Plan. The total OTE range for this role is listed between $208,500 and $220,000 CAD, which includes base salary and the fixed paymix.
What kind of experience is required for applicants?
Applicants must have seven or more years of experience in enterprise sales, commercial partnerships, or business development. A strong track record of closing complex, high-value deals involving multiple stakeholders and non-standard commercial structures is also required.