Senior Solutions Sales Associate

Summary

Join Instacart as a Senior Solutions Sales Associate, FoodStorm and play a key role in expanding FoodStorm's adoption within Instacart's existing retailer accounts and the broader market. You will drive SaaS adoption for FoodStorm among grocery retailers, balancing relationship-driven sales with the ability to challenge and influence grocers. Responsibilities include proactively identifying and establishing relationships with new and existing grocery retailer partners, navigating complex enterprise sales cycles, and leading product demonstrations. You will collaborate with internal teams, strategically address cost barriers, and act as a subject matter expert in prepared foods and perimeter store digitization. Leverage Salesforce CRM to manage the sales pipeline and represent the business in cross-functional meetings. Travel is required to deepen client relationships and win new business. This role is remote and offers market-competitive compensation and benefits, including equity grants.

Requirements

• 5+ years of experience in SaaS enterprise sales, with a proven track record of success in complex and longer sales cycles involving enterprise negotiations
• Familiarity or experience selling to industries with set budgeting constraints, and the ability to effectively navigate these challenges with clients
• A balance of relationship-building and a challenger mentality leveraged to influence and collaborate with internal and external partners in a fast paced and ever evolving business environment
• Excellent communication skills, with the ability to present tailored messaging to C-level executives and stakeholders across varied departments
• Strong organizational skills, with the ability to effectively manage work schedules and sales pipelines autonomously
• Proficiency with Salesforce CRM and the Google Suite
• High moral integrity combined with creative problem-solving abilities

Responsibilities

• Driving SaaS adoption for FoodStorm among grocery retailers, including complex sales cycles involving multiple decision-makers and departments
• Balancing relationship-driven sales with the ability to challenge and influence grocers to prioritize digital transformation for their prepared food, catering and perimeter categories
• Establishing and expanding relationships with prospective and existing clients, building trust and presenting strong business cases with clearly communicated ROI
• Strategically navigating budget constraints and helping retailers overcome CapEx and OpEx concerns to invest in the right digital solutions for their business, even after budgets may have been set or other tech projects have been earmarked
• Partnering with key internal teams to ensure a seamless, client-centric transition from sales to implementation
• Proactively identifying and establishing relationships with new and existing grocery retailer partners that align with the FoodStorm market strategy
• Navigating complex enterprise sales cycles, including presenting to and influencing decision-makers across multiple departments (e.g., operations, IT, merchandising, eCommerce, finance)
• Leading product demonstrations, explaining the capabilities of FoodStorm, and presenting a clear business case for ROI to clients
• Collaborating with marketing and business development to drive pipeline growth and refine the prospect experience
• Strategically addressing prioritization and cost barriers, helping clients see the value and long-term benefits of FoodStorm’s SaaS solutions
• Acting as a subject matter expert in how prepared foods and perimeter store digitization can help grocers compete and grow efficiently
• High integrity solutions sales setting clear and realistic expectations to drive success, and to create long term advocates that can be used as references and referrals moving forward
• Leveraging Salesforce CRM to manage the sales pipeline, communicate progress, and provide accurate forecasting for leadership
• Representing the business in cross-functional meetings and advocating for FoodStorm regional needs, including on calls or meetings in differing time zones
• Traveling as required to deepen client relationships and win new business

Preferred Qualifications

• Industry experience in grocery, retail or prepared foods verticals
• A creative and analytical approach to influencing client decisions and solving complex business challenges

Benefits

• 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
• Offers may vary based on many factors, such as candidate experience and skills required for the role
• Additionally, this role is eligible for a new hire equity grant as well as annual refresh grants