Director, Sales Operations

Summary

Join Instacart as a Director of Sales Operations to lead a team driving world-class sales operations for the retail business. You will own the end-to-end retail sales engine, serve as the connective tissue between go-to-market and sales tooling teams, drive forecast accuracy and data integrity, and scale successful processes while sunsetting ineffective ones. Lead and develop a high-performance Sales Ops team, building career paths and fostering a positive work culture. This role requires deep expertise in Salesforce, pipeline management, and forecasting methodologies. The ideal candidate will have 12+ years of experience in Sales Operations or related roles within high-growth tech, with retail and/or ecommerce experience preferred. Instacart offers highly competitive compensation and benefits, including a remote work option and equity grants.

Requirements

• 12+ years in Sales Operations, Revenue Operations, Strategy, or related roles within high-growth tech (retail and/or ecommerce experience preferred)
• Deep expertise in Salesforce (Sales Cloud + CPQ), pipeline management, forecasting methodologies (bottom-up & top-down)
• Demonstrated success owning tooling roadmaps and partnering with Product/Engineering on system integrations and releases
• Exceptional project management chops; comfortable juggling multiple workstreams, dependencies, and stakeholder groups
• Executive-level written and visual communication skills serving cross-functional teams and senior leadership
• Strong retailer empathy and an ability to understand what matters most to our retail partners’ business
• Inspirational team leader with experience building a culture of engagement, enthusiasm, and high performance

Responsibilities

• Own the end-to-end retail sales engine by designing, documenting, and continuously improving every critical motion—from lead routing and quota setting to downstream integrations with accounting, legal, and other cross-functional partners —so that our retail teams spend more time with partners and less time fighting process
• Serve as the connective tissue between go-to-market teams and sales tooling teams. Acting as the lead retail business stakeholder for Salesforce and adjacent tools, you’ll build a deep understanding of the nuances of our retail business and translate field feedback into crisp user stories, prioritize the roadmap, and ensure we ship high-impact enhancements on schedule. You will guide the evolution of our Salesforce tooling, the implementation of a new CPQ solution, and the integration of AI-driven tools to meet the unique needs of the Retail organization
• Drive forecast accuracy and data integrity. You’ll own the single source of truth for pipeline, account segmentation, configuration details, and retention metrics—establishing rigorous governance over Salesforce hygiene, stage definitions, and reporting cadences
• Scale what works, sunset what doesn’t. Through disciplined process mapping and experimentation, you’ll identify bottlenecks, prototype solutions, run experiments, and institutionalize best practices across global teams
• Lead, coach, and develop a high-performance Sales Ops team. You’ll build career paths, set clear OKRs, and foster a culture of curiosity, data-driven decision-making, and psychological safety

Preferred Qualifications

• Retail and/or ecommerce technology experience
• A strong perspective on or direct experience with leveraging AI and automation to drive sales productivity and generate predictive insights
• Experience navigating a matrixed organization, collaborating with central corporate functions while advocating for the specific needs of a dedicated business unit
• Experience supporting diverse go-to-market motions, including hardware, SaaS, and enterprise partnership sales
• Proven experience as a key business stakeholder in the implementation or major overhaul of a CPQ system
• Proficiency with data analysis and visualization tools (e.g., SQL, Tableau, etc.)

Benefits

• Instacart provides highly market-competitive compensation and benefits in each location where our employees work
• This role is remote
• Additionally, this role is eligible for a new hire equity grant as well as annual refresh grants