Director of Sales, Local Independent Grocery (Rosie)

OVERVIEW

Rosie, an Instacart company, is the most trusted, locally focused ecommerce company. We partner with leading local retailers and their wholesalers to provide customers with same-day delivery or in-store pickup options, helping shoppers discover products from local stores. 

Launched in 2013, our company is built around the idea that everyone should be able to shop online from their favorite local stores. It’s an audacious, incredibly rewarding mission that our increasingly diverse team is dedicated to achieving alongside our brick and mortar retail partners and the communities they proudly serve.

In September 2022 Rosie was acquired by Instacart, the leading retailer enablement solutions provider in N. America. Rosie is growing quickly, and we’re excited about the possibility of you joining our team.

Summary

The Director of Sales will build, manage, and lead a sales team (currently 4 reps, with an opportunity for rapid growth) and help further scale the full suite of innovative technology offerings that makeup the Instacart Platform. This is a fantastic opportunity for a manager who has mastered GTM strategies and tactics for B2B SaaS SMB sales, especially within an energetic and fast paced startup environment.

You are an experienced sales leader who has helped scale a fast-growing SaaS SMB business, and successfully led and mentored a sales team. You are highly focused on driving predictable revenue through inbound, outbound, and channel efforts, drawing from your experience, SaaS sales best practices, experimentation, and iteration. You understand the B2B SaaS SMB buyer - from C-Suite down to internal champions, marketers, and technologists. You have sold products to one or more of these B2B buyer personas. You are a strategic thinker and leader who will partner with the rest of the Rosie and Instacart leadership team to ensure alignment on strategy, resources, and KPIs.

You are a trusted partner, working closely with the Marketing Team in order to shape the development of sales collateral, content marketing, events, thought leadership programs, trade shows, webinars, presentations, and materials. You’ll own our key Sales metrics, including account executive performance measurement/management, budgeting, strategic planning, process definition, objection handling and documentation. You know how to get the data you need, how to analyze it, and how to act on what the data shows.

ABOUT YOU

• Prior SMB SaaS experience, selling $299-1,000/month annual+ contracts
• Understanding of the process of prospecting, acquiring, and growing large accounts into 7-figure plus, multi-year engagements
• Prior SaaS experience scaling a high growth venture-backed startup from $5-25MM+ in annual recurring revenue
• Strong CRM experience with Zoho and/or Salesforce
• Minimum seven years of sales management experience for global, national, or key strategic account business, managing teams of 5-25+ people
• A consistent record of meeting or exceeding sales performance expectations
• Ability to manage complex relationships with retailers, wholesalers, and channel partners
• Consultative selling skills, must exhibit a wide range of independent decision making and control
• Ability to use technology and analysis tools to make effective presentations (Excel/Google Sheets, Powerpoint/Google Slides)
• Travel when required to meet retailers, wholesalers, and partners in the field

Extra Awesome

• Bachelor's degree or higher preferred.
• Innate people skills and emotional intelligence
• Ability to understand and apply market intelligence to sales strategy.
• High level of business acumen, be able to analyze and solve problems with varying degrees of complexity.
• Demonstrated professionalism, leadership, dependability, collaboration, and influencing skills
• Executive presence to influence senior decision-makers

• Work with the key internal leaders to develop & execute the company’s sales strategy and plan
• Deliver on our annual bookings, rooftop acquisition, and revenue plan
• Build the Go-to-Market (GTM) organization for rapid growth, including hiring, training & developing sales, sales operations, and pre-sales team members
• Take charge of our pipeline of customers and accelerate our movement towards enterprise-level partnerships in our target market
• Collaborate directly with Marketing, Customer Success, Product/ Engineering, and the other major areas of the business in order to meet our customers’ needs
• Ensure that our CRM is accurately maintained, and leveraged to ensure a cadence of accountability and follow-up.
• Enhance leading measure tracking across the sales team including but not limited to calls, emails, meetings, potentials (# of stores), potentials ($)
• Represent Rosie and Instacart in high stakes meetings with executives in the industry, within our channel partners, and from our retailers
• Establish a command and expertise for our products and services and develop a cohesive storyline on how to present these to our potential partners based on their unique needs
• Embed yourself in the industry, we must be present to win

Why Rosie, an Instacart company

• We provide an incredible work environment – fun, fast-paced, and highly engaging.
• We provide the software and tools for you to succeed.
• Our excellent team environment will nurture your talents.
• We provide an unlimited vacation plan, take what you need.
• We live to create moments that deliver delight. 
  

Our Core Values

Enthusiasm Makes Ordinary People Extraordinary: We believe that a group of passionate individuals can change the world.

Team oriented: By supporting each other’s tasks and complimenting each other’s skills, we collectively face every road block with an intention of powerful progress.

Intellectual Curiosity: We seek people who enjoy exploring, understanding, and solving complex problems.

Personal Responsibility: Each one of us is responsible for the culture and environment in which we work.

Nothing Is Sacred: We embrace change and welcome new ideas that challenge tradition.

Inclusion and diversity: We employ a diverse workforce that allows us to have freedom and comfortability in our pursuit of success.

Rosie is an Equal Opportunity/Affirmative Action Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, pregnancy, sexual orientation, gender identity, national origin, age, protected veteran status, or disability status. 

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