Senior Sales Executive, Retail Media

Overview

Instacart’s mission is to create a world where everyone has access to the food they love and more time to enjoy it together. To achieve this mission, we partner with hundreds of retailer partners on their digital transformation of the weekly grocery shop powered by our suite of enterprise solutions. Through market-leading innovation and our breadth of partnerships, we believe we can re-imagine the future of grocery together.

About the Role 

As the Senior Sales Executive, Retail Media you will be responsible for revenue growth by leading the sales expansion of our retail media technology to power retailers’ digital advertising needs. You will lead the end-to-end sales cycle, from prospecting to negotiating and contracting, in close partnership with Market Strategy & Planning, Sales Engineering and Product teams. You will collaborate internally with Marketing, Finance, Legal and Partnerships to refine go-to-market strategies and build / tailor sales collateral. This is an individual contributor role that has the potential to manage a sales team as the business grows. We are looking for candidates who are excited about building new lines of businesses within one of North America’s leading advertising and technology companies.

About the Team 

Part of the Commercial organization, the Market Strategy & Planning team is responsible for strategy development of Instacart’s enterprise solutions for e-commerce and retail media. We identify company growth opportunities, develop new commercial offerings and drive go-to-market strategies for some of the most innovative offerings at Instacart.

About the Job 

• Own responsibility for strategically selling Carrot Ads to prospective customers
• Develop and maintain relationships with external organizations - including stakeholders across Ecommerce, Retail Media, and Marketing/Brand teams
• Work together with Market Strategy & Planning and Sales Engineering to design and implement sales strategies that will drive revenue growth for Carrot Ads
• Create and deliver compelling sales presentations, demos and partnership proposals to executive audiences
• Develop data driven sales collateral, case studies, and custom ‘stories’ to translate benefits of Instacart’s advertising platform to retailers’ business needs.
• Spearhead negotiations and contracting with customers
• Partner closely with cross-functional stakeholders across several functions including Product, Finance, Marketing, Legal, and Partnerships to shape the future of our Carrot Ads expansion

About You

Minimum Qualifications

• 8+ years’ experience working on challenges in the grocery, retail and/or advertising landscape
• A solid understanding of the CPG environment either through direct sales and/or brand experience or similar exposure (ie. engaging with stakeholders across Ecommerce, Media, Commercial/Sales and Marketing/Brand teams)
• Knowledge of the digital media landscape including connected TV, programmatic and social platforms for offsite media campaigns
• Excellent communication, written, verbal and presentation skills with the ability to distill complex ideas into clear and compelling stories
• A self-starter able to proactively and independently drive progress across multiple stakeholder groups 
• Experience selling high-tech products or services, preferably in the advertising and/or retail industry
• Proven track record of exceeding sales / OKR targets
• Comfort with ambiguity and a rapidly evolving business landscape 
• Strong technical skills and understanding of advertising technology
• Willingness to travel as needed

Preferred Qualifications

• Consistent historic performance of achieving sales targets, while building strong client relationships
• Experience with advertising / digital media technology and enterprise SaaS
• Comfort with data analysis and modeling