Senior Sales Executive, Strategic

OpenKrill; United States; Remote; USD 124,000 - 157,000; Full time

Job summary

Instacart is transforming the grocery industry and is hiring a Senior Sales Executive to own key Fortune 100 CPG accounts. You will drive consultative, data-backed selling that moves brands from testing to annual media plans.

The role sits at the intersection of brand strategy, digital media, and platform monetization, offering remote work flexibility and strong growth potential. You’ll work with a high-impact team and shape monetization strategies.

Qualifications

• Solid understanding of the CPG environment with cross-functional navigation.
• Experience selling large brand campaigns with $100K–$1MM+ contracts.
• Knowledge of the digital media landscape including connected TV, programmatic, and social.
• Strong presentation and proposal-building skills for senior stakeholders.
• Ability to analyze data and surface actionable insights.
• Proficiency in Excel, Google Drive, and Salesforce; familiarity with Tableau/Periscope/Mode.
• Willingness to travel.

Responsibilities

• Grow revenue for Fortune 100 CPG accounts with multi-year plans.
• Translate testing campaigns into always-on programs with data-backed stories.
• Collaborate with cross-functional partners to shape monetization strategy.
• Design bespoke campaigns with Marketing and Yield teams.
• Meet or exceed sales and net margin targets with credible forecasts.

Skills

CPG sales

Senior client engagement

Data-driven selling

Cross-functional leadership

Executive communication

Travel readiness

Tools

Salesforce

Tableau

Periscope

Mode

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.

Why this role is on the menu

Instacart's largest CPG partners are scaling fast — and the bar for how we show up to them is rising. Our Strategic Sales team works with Fortune 100 brands where a single deal can represent multi-million dollar commitments, and where the relationships we build today determine the category leadership we hold tomorrow. We're hiring a Senior Sales Executive to own some of our most important CPG accounts, driving the kind of consultative, data-backed selling that moves brands from testing Instacart to making it a cornerstone of their annual media plan. This role sits at the intersection of brand strategy, digital media, and platform monetization — and the person who fills it will have a direct line of sight to Instacart's top-line growth.

What you'll cook up in your first year

• A portfolio of Fortune 100 CPG accounts has grown revenue meaningfully year-over-year — with annual plans in place, multi-million dollar contracts closed, and executive relationships strong enough to weather tough conversations.
• Brands that came in testing seasonal campaigns are now running always-on programs — because you built the data-backed stories and custom proposals that made the business case undeniable.
• Cross-functional partners in account management, analytics, measurement, product, and engineering point to deals you championed as examples of how sales and product can shape monetization strategy together.
• Bespoke campaigns tied to key advertiser occasions have been designed and sold in partnership with Marketing and Yield — delivering outcomes that brands cite as proof points in their own internal planning.
• Your individual and team sales and net margin targets are met or exceeded, with a forecast that your cross-functional partners trust.

The secret ingredients we're looking for

Must-have pantry staples (Minimum Qualifications)

• Solid understanding of the CPG environment — through direct brand sales, agency, or eCommerce experience — with the ability to navigate stakeholders across Media, Brand, Commercial, and Agency teams
• Experience selling large brand-centric campaigns against major seasonal tentpole moments, with average contract values of $100K–$1MM+
• Knowledge of the digital media landscape, including connected TV, programmatic, and social platforms for offsite media
• Strong presentation and proposal-building skills; comfortable presenting to senior client stakeholders
• Comfort operating at both strategic and executional levels — able to dive into data and surface insights that drive decisions
• High attention to detail, strong follow-through, and a genuine sense of urgency with clients
• Proficiency in Microsoft Office (Excel), Google Drive, and Salesforce; experience with data tools such as Tableau, Periscope, or Mode preferred
• Openness to travel

Optional garnishes (Preferred Qualifications)

• Consistent track record of achieving or exceeding quota while building lasting client relationships
• Experience shaping product or monetization strategy in partnership with internal teams

#LI-RemoteInstacart 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.

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

Additionally, this role is eligible for a new hire equity grant as well as annual refresh grants. Please read more about our benefits offerings here.

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

WA$142,000-$150,000 USD

OR, DE, ME, MA, MD, NH, RI, VT, DC, PA, VA, CO, TX, IL, HI$136,000-$143,500 USD

All other states$124,000-$131,000 USD

CA, NY, CT, NJ$149,000-$157,000 USD

OTE Range$248,500-$313,500 USD