Senior AI Solution Sales Executive
Posted Updated
Description
- 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
- 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
- Comfort operating in an early-stage function where the commercial playbook is still being written; energized by building rather than inheriting
- 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
- 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
- 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
- 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