Manager, Mid Market Sales

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

As Instacart continues its rapid expansion, we are looking to add a Sales Manager to our Mid-Market Brand Partnerships team. This is a first-line people management role responsible for leading a team of about 6 Sales Associates/Sales Executives as they develop and grow brand relationships at Instacart. The Sales Manager will provide day-to-day coaching on sales best practices, data analysis, and the CPG, advertising, and eCommerce landscape, while collaborating cross-functionally to drive business growth. The ideal candidate is entrepreneurial, thrives in fast-paced environments, and has foundational sales leadership experience in digital advertising (paid search a plus) and CPG or eCommerce.

The Brand Partnership team focuses on partnering with consumer packaged goods companies to grow their business across Instacart's over 1,500 retail banners. We love working with companies of all sizes, whether established household names or new emerging brands, to reach new customers on Instacart!

About the Job

• Lead and develop a team of about 6 Sales Associates/Sales Executives to achieve quarterly targets

• Conduct weekly 1:1s, pipeline reviews, and deal coaching to accelerate team performance

• Directly manage individual contributor performance, including goal-setting, performance reviews, and development plans

• Measure and track key business and industry trends; translate insights into actionable coaching for your team

• Improve sales processes, collateral, and data-sharing capabilities to increase team effectiveness

• Partner with cross-functional teams (Account Management, Measurement Science, Insights, Ad Ops, Product) to improve advertising performance and customer experience

• Contribute to strategic planning while maintaining hands-on involvement in critical deals

• Demonstrates strong executive presence with a proven ability to establish and maintain C-level client relationships

• Helps team drive double digit year-over-year advertising revenue growth through strategic Joint Business Planning (JBP) and Upfront negotiations

About You

Minimum Qualifications

• 5-10 years of sales experience with 2-3 years as a first-level people sales management (managing individual contributors)

• Proven history of exceeding sales goals/quota as both an individual contributor and manager

• Demonstrated success developing and coaching early-career sales professionals

• Creative problem-solver with ability to balance strategic thinking with tactical execution

• Track record of excelling cross-functionally in high-growth environments

• Process-driven with experience implementing scalable coaching frameworks and sales methodologies

• Comfortable with time spent on team development/coaching and strategic initiatives

• Travel required (~20-30% for team meetings, customer visits, and industry events)

Preferred Qualifications

• Digital advertising experience, particularly in paid search, display, or retail media

• Experience managing teams in CPG, eCommerce, or marketplace environments

• Familiarity with Salesforce or similar CRM tools

• Previous experience as a top-performing individual contributor before transitioning to management

#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. This role also includes a Sales Incentive Plan. 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.

WA
$158,000—$166,500 USD

OR, DE, ME, MA, MD, NH, RI, VT, DC, PA, VA, CO, TX, IL, HI
$151,000—$159,500 USD

All other states
$138,000—$145,500 USD

CA, NY, CT, NJ
$165,000—$174,000 USD