Sales Development Representative (Emerging, Instacart Business)
Posted Updated
Description
- Instacart Business is building the go-to B2B purchasing experience for teams that need fast, reliable delivery of food, office essentials, and last-mile supplies — and we’re still in the early innings
- The emerging-market segment is largely untapped, and we need a sharp, entrepreneurial seller to help us define how we reach and win these customers
- We’re hiring an SDR II to own full-cycle sales in this segment and directly shape how Instacart Business grows
- This role sits at the intersection of outbound hustle and strategic product partnership, and the person who fills it will have a direct line of sight to how we scale from a team of 6 to a market leader
- A healthy, self-sourced pipeline of emerging-market logos — built from consistent 40–60 daily outbound touches and 3x+ pipeline coverage — that directly fuels Instacart Business’s new logo growth
- Net-new closed-won revenue in the emerging segment, from first touch through signed deal, with a track record of meeting or exceeding monthly and quarterly quota
- Repeatable, tested playbooks for prospecting and closing in the emerging segment — including refined ICPs, A/B-tested sequences, and conversion benchmarks that the broader team can build on
- Meaningful cross-functional partnerships with Product, Engineering, Marketing, and Operations — bringing the voice of your customers into roadmap conversations, pilots, and packaging decisions
- A reputation as the go-to for emerging-market deal expertise: someone who can run tailored demos, build ROI narratives for multiple personas, and navigate buying committees with confidence
- Ability to work West Coast hours; candidates based in the United States or Canada
- Strong written and verbal communication skills with the ability to tailor messaging to multiple personas (e.g., Operations, Facilities, HR/Workplace, Procurement)
- 1+ year owning a full sales cycle for SMB or emerging-market accounts, including discovery, demo, negotiation, and close
- Proficiency with Salesforce CRM and at least one sequencing tool (e.g., Outreach or Salesloft), plus LinkedIn Sales Navigator or similar data enrichment tools
- Bachelor’s degree or equivalent practical experience
- Documented track record of meeting or exceeding quota (pipeline generation and/or closed-won attainment) in recent roles
- 2+ years of B2B sales experience in SDR, BDR, or AE roles, with a focus on outbound prospecting and new logo acquisition
- Comfort running tailored demos and ROI/value narratives that resonate with multiple stakeholders and buying committees
- Experience partnering with Product and Engineering to influence pilots, beta programs, or roadmap priorities based on customer feedback
- Proven experience building early-stage sales motions or playbooks in a high-growth or startup environment
- Familiarity with sales methodologies such as MEDDICC, BANT, or SPICED and a disciplined approach to pipeline management and forecasting
- Experience selling logistics, delivery, e-commerce, procurement, workplace/office services, foodservice, or expense management solutions