Director, Pricing Strategy

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, Pricing Strategy is a pivotal role, focused on developing and executing pricing strategies to drive the adoption and profitability of Instacart's product offerings for retailers. This role is essential in ensuring that our pricing approach aligns with value-driven outcomes, deepens retailer relationships, and contributes to long-term business growth for both Instacart and our retail partners. You will work cross-functionally with Product, Finance, Sales, Marketing,Legal and Customer Success teams to design scalable, competitive, and innovative pricing frameworks that meet retailer needs and reinforce Instacart’s position as the leading technology partner for grocery retailers.

The Pricing Strategy team is responsible for creating and refining pricing models across Instacart’s enterprise product suite. This team combines market insights, data analysis, and financial modeling to ensure our pricing approach remains competitive, flexible, and reflective of our value proposition. The group works closely with cross-functional teams to introduce new monetization models, optimize pricing structures, and ensure seamless GTM alignment.

About the Job

• Lead the development of pricing strategies for all of Instacart’s product offerings to maximize retailer success and support Instacart's business objectives.

• Design and iteratively optimize scalable pricing and packaging frameworks tailored to diverse retailer segments and geographies.

• Partner with Product and R&D teams to define pricing models for new products and features, ensuring alignment with retailer value and business requirements.

• Conduct competitive benchmarking and market research to continually refine pricing strategies and address retailer needs effectively.

• Implement and oversee go-to-market pricing strategies, including approval processes, discounting policies, and deal desk frameworks for retailer-focused offerings.

• Collaborate with Finance and Revenue Operations teams to model pricing scenarios, validate assumptions, and assess the financial impact of pricing decisions.

• Drive experimentation, A/B testing, and pricing pilots to validate hypotheses and identify improvements across the pricing lifecycle.

• Develop sales-enablement materials to ensure revenue teams can confidently articulate the value proposition of Instacart’s pricing and packaging strategies.

• Lead retailer-focused pricing governance forums to ensure consistent and transparent decision-making around pricing initiatives.

• Partner with Sales Operations to report on pricing performance metrics such as win rates, ARPU, attach rates, and retention, identifying actionable insights to enhance pricing outcomes.

About You

Minimum Qualifications:

• 8+ years of experience in pricing strategy, monetization, strategic finance, or related fields, with a focus on B2B SaaS, platforms, or retail technology.

• Proven success in creating and executing pricing strategies that deliver measurable commercial outcomes.

• Experience with both subscription-based and usage-based pricing models, including predictive financial modeling and ROI analysis.

• Strong analytical capabilities with expertise in scenario modeling, elasticity studies, and conjoint/WTP analyses.

• Exceptional cross-functional leadership skills with demonstrated success influencing and partnering with Product, Finance, Sales, Legal and Marketing teams.

• Excellent written and verbal communication skills with the ability to simplify complex pricing strategies and present them to both internal and external stakeholders.

• Demonstrated ability to think critically, adapt in ambiguous environments, and focus on continuous iteration and learning.

• Experience establishing and managing pricing governance frameworks to deliver structured, cross-functional decision-making.

Preferred Qualifications:

• Experience developing pricing strategies for enterprise solutions, including e-commerce or fulfillment platforms.

• Familiarity with AI and machine-learning product monetization models is a plus.

• Expertise in retailer-focused business models and enterprise-product pricing evolution.

• MBA or advanced degree in business, economics, 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