Retention Sales Development Representative II

Instacart; United States; Remote; USD 47,000 - 76,000; Full time

Job summary

Instacart is seeking a Sales Development Representative (SDR) to manage the Scaled Cohort and drive incremental revenue by building full-funnel media plans aligned with client objectives.

You will be the main contact for brands in your book of business, developing relationships, outbound outreach, and crafting stories to showcase the platform to advertisers.

Qualifications

• 1+ year in a sales or business development role, preferably in advertising/CPG.
• Strong written and verbal communication to build rapport.
• Proven record of meeting or exceeding sales targets and KPIs.
• Excellent organizational and project management skills.
• Detail-oriented with accuracy and quality.
• Able to thrive in a fast-paced environment.

Responsibilities

• Develop and manage end-to-end sales cycles with advertisers.
• Daily outbound calls, emails, and social selling in a fast-paced setting.
• Create sales collateral and case studies to highlight platform benefits.
• Meet or exceed KPIs for retention and revenue.
• Use SFDC/Sales engagement tools to prioritize leads.
• Map contacts and track movements within the book of business.
• Drive higher investments through industry expertise.

Skills

Communication

Relationship-building

Sales targets

Project management

Adaptability

CRM tools

Tools

Salesforce

Sales engagement tools

Job description

We're transforming the grocery industry

At Instacart, we invite the world to share love through food because we believe everyone should have access to the food they love and more time to enjoy it together. Where others see a simple need for grocery delivery, we see exciting complexity and endless opportunity to serve the varied needs of our community. We work to deliver an essential service that customers rely on to get their groceries and household goods, while also offering safe and flexible earnings opportunities to Instacart Personal Shoppers.

Instacart has become a lifeline for millions of people, and we’re building the team to help push our shopping cart forward. If you’re ready to do the best work of your life, come join our table.

Instacart is a Flex First team

There’s no one-size fits all approach to how we do our best work. Our employees have the flexibility to choose where they do their best work—whether it’s from home, an office, or your favorite coffee shop—while staying connected and building community through regular in-person events. Learn more about our flexible approach to where we work.

Overview

About the Role

The Sales Development Representative (SDR) will play a vital role in managing and growing the Scaled Cohort at Instacart. This position is responsible for increasing the active advertiser rate and driving incremental revenue growth by developing full-funnel media plans based on client objectives, including budget, bid, and campaign optimization recommendations. As an SDR, you will be the main point of contact for brands within your assigned book of business, owning all aspects of the advertising relationship.

About the Team

The Retention Sales Development Representative (rSDR) team exists to build relationships with Emerging-Scaled advertisers post activation. Through these relationships, rSDRs help Emerging-Scaled advertisers to optimize campaigns, prevent churn, prioritize growth and deliver on long term revenue.

About the Job

• Developing and maintaining strong relationships with advertisers, managing full end‑to‑end sales cycle, and client relationship post launch
• Conducting a high volume of daily activities, including outbound calls, emails, and social selling in a fast-paced transactional environment.
• Creating sales collateral, case studies, and custom 'stories' to effectively communicate the benefits of Instacart's platform to CPG advertisers.
• Meeting and exceeding key performance indicators (KPIs), such as retention rate, revenue generated, and live advertiser percentage.
• Utilizing SFDC/Sales engagement tools to prioritize leads and engage brands through the use of cadences and dialing.
• Ensuring accurate contact mapping within the book of business and tracking contact movement updates.
• Engaging active advertisers within your book to drive increased investments, leveraging your industry expertise and knowledge of the brands' businesses.
• Identifying opportunities to standardize materials and processes to provide high-quality support at scale.
• Delivering an excellent customer experience through strong project management skills, anticipating and resolving bottlenecks, managing multiple schedules, and maintaining a high standard of execution.

About You

Minimum Qualifications

• 1+ years of experience in a sales or business development role, preferably in the advertising and/or CPG industry.
• Strong communication skills, both written and verbal, with the ability to build rapport and establish lasting relationships.
• Proven track record of meeting or exceeding sales targets and KPIs.
• Excellent organizational and project management skills.
• Detail-oriented with a focus on accuracy and quality.
• Ability to adapt to a fast-paced and dynamic environment.

Preferred Qualifications

• Strong advertising industry knowledge and understanding of CPG advertising is a plus.
• Familiarity with CRM software (e.g., Salesforce) and sales engagement tools.
• Familiarity with leveraging AI to assist in sales processes and maximize efficiency.
• Experience working with and prioritizing a large book of business.

Base Salary & OTE Ranges

Instacart provides highly market-competitive compensation and benefits in each location where our employees work. This role is remote and the base pay range for a successful candidate is dependent on their permanent work location. Please review our Flex First remote work policy here.

• CA, NY, CT, NJ: $56,000—$60,000 USD
• WA: $54,000—$56,000 USD
• OR, DE, ME, MA, MD, NH, RI, VT, DC, PA, VA, CO, TX, IL, HI: $52,000—$54,000 USD
• All other states: $47,000—$49,000 USD
• OTE Range: $59,500—$76,000 USD

Offers may vary based on many factors, such as candidate experience and skills required for the role. This role also includes a Sales Incentive Plan. The cash variable incentive target is based on individual sales performance. Payout terms will be based on the Sales incentive Plan for this role. OTE range for this role is listed below and is based on salary and fixed paymix for the role. Sales incentive pay is contingent on performance and paid in accordance with the terms of the applicable Sales Incentive Plan.

Please read more about our benefits offerings here.

For US based candidates, the base pay ranges for a successful candidate are listed below.