Director, AI Solutions Strategy & Planning

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

The Director, AI Solutions Strategy & Planning is a pivotal role focused on leading the go-to-market (GTM) strategy for Instacart’s emerging portfolio of AI-driven retailer solutions. This role will be instrumental in shaping the strategy and planning for a new, distinctive pillar of the Instacart Platform. The Director will work cross-functionally with Product, Sales, Marketing, Legal, and Customer Success teams to develop scalable strategies that address retailer needs while driving long-term adoption and commercial success.

The Strategy & Planning team is a dynamic group responsible for developing strategies to accelerate the adoption of Instacart’s enterprise products and driving partner growth. The team performs analysis, evaluates new market opportunities, creates commercialization frameworks, and establishes GTM plans to reinforce Instacart’s leadership as the preferred technology partner for grocery retailers. Collaborating closely with internal stakeholders and commercial partners, the team combines market intelligence, strategic planning, and execution to bring innovative solutions to our partners.

About the Job

• Define and lead the GTM strategy for Instacart’s AI-driven solutions, coordinating cross-functional efforts to maximize adoption and impact.

• Partner with Product and R&D teams to translate technical capabilities into compelling retailer offerings and packaging strategies.

• Develop tailored commercialization plans for key solution areas: consumer experiences, ecommerce analytics, and enhanced ecomm operations.

• Conduct market and industry research to identify areas for innovation and ensure solutions remain competitive, scalable, and aligned with retailer needs.

• Work closely with Marketing to articulate the value proposition for AI Solutions and develop compelling narratives for communication to retailers.

• Establish frameworks for launching new products in partnership with finance and pricing leads, including product positioning, pricing strategies, and retailer onboarding.

• Partner with Sales teams to drive alignment on AI-specific sales strategies, including developing enablement materials and training programs.

• Collaborate with Finance and Revenue Operations to model profitability and ROI associated with AI solutions, defining success metrics for all solution launches.

• Lead experimentation and pilot programs to validate the effectiveness of AI-powered products and iterate based on retailer feedback and performance metrics.

• Represent AI Solutions in cross-functional governance and planning forums, facilitating consistent and transparent decision-making across product and GTM teams.

About You

Minimum Qualifications:

• 8+ years of experience in strategy, product commercialization, or GTM planning.

• Experience in developing GTM strategies for AI-powered products, retailer solutions, or enterprise technology platforms.

• Proven success in defining and executing strategies for emerging offerings and driving measurable market impact.

• Deep understanding of AI technologies, with the ability to translate technical concepts into business value for diverse audiences.

• Expertise in product positioning, pricing frameworks, and solution packaging.

• Strong analytical capabilities, including experience with modeling, forecasting, and evaluating solution performance.

• Exceptional cross-functional leadership skills with a track record of influencing stakeholders in Product, Sales, Marketing, Legal, and Finance.

• Excellent written and verbal communication skills for simplifying complex concepts and presenting them to internal and external audiences.

• Demonstrated ability to operate effectively in ambiguous and rapidly changing environments, with a focus on iterative learning and innovation.

Preferred Qualifications:

• Familiarity with conversational AI, ecommerce analytics, or retail technology applications.

• Advanced knowledge of AI product monetization models, including subscription, usage-based, and value-based models.

• MBA or advanced degree in business, technology, or a related field.

#LI-Remote

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.

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. Please read more about our benefits offerings here.

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

CA, NY, CT, NJ
$248,000—$275,000 USD

WA
$238,000—$264,000 USD

OR, DE, ME, MA, MD, NH, RI, VT, DC, PA, VA, CO, TX, IL, HI
$228,000—$253,000 USD

All other states
$205,000—$228,000 USD