Why this role is on the menu

Instacart is building agentic AI solutions directly with and for grocery retailers — and the commercial infrastructure to sell them is being built in real time. We're hiring a Senior Retail Solutions Sales Executive to own that commercial motion end-to-end. This role sits at the intersection of enterprise sales and frontier AI, and the person who fills it will have a direct line of sight to how Instacart becomes the leading AI partner in grocery.

What you'll cook up in your first year

• A commercial playbook is established and proven — including pricing frameworks, SOW templates, milestone- and outcome-based models, and multi-year partnership structures that become the standard for all AI engagements going forward.
• Multiple complex AI engagements are closed, from initial scoping through signed contract, with clean handoffs to delivery teams and clear accountability for commercial commitments throughout each engagement lifecycle.
• Retailer stakeholders at the VP level and above trust Instacart as a credible commercial partner — because you've run disciplined, well-structured deal processes that reflect the value of what we're delivering.
• Internal deal processes (legal, finance, security, executive sign-off) run smoothly and efficiently, without creating bottlenecks that slow momentum on active deals.
• Market intelligence from commercial negotiations is regularly fed back to AI Solutions leadership, directly shaping how we evolve our pricing models and go-to-market approach.

The secret ingredients we're looking for

Must-have pantry staples (Minimum Qualifications)

• 7+ years of experience in enterprise sales, commercial partnerships, or business development, with a strong track record of closing complex, high-value deals involving multiple stakeholders and non-standard commercial structures.
• Demonstrated ability to structure and negotiate sophisticated commercial agreements — comfortable with contract terms, pricing mechanics, risk allocation, and the dynamics of complex deal negotiation.
• Experience navigating lengthy enterprise procurement processes, including coordinating across legal, finance, information security, and executive stakeholders both internally and at the customer.
• Strong commercial acumen and executive presence — able to hold credible commercial conversations with VP-level+ retailer stakeholders, with good instincts for when to push and when to flex.
• Comfort operating in an early-stage function where the commercial playbook is still being written; energized by building rather than inheriting.

Optional garnishes (Preferred Qualifications)

• Prior experience selling technology solutions into grocery retail or adjacent consumer industries — you understand how grocery retailers evaluate and procure technology partnerships.
• Familiarity with emerging AI commercial models — usage-based pricing, outcome-linked fees, pilot-to-enterprise conversion structures — or a demonstrated ability to get up to speed on new commercial paradigms quickly.

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