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.

Why this role is on the menu

Instacart’s Brand Partnerships team is at an inflection point. As we continue rapid expansion across our network of 1,500+ retail banners, the Mid-Market segment represents one of our highest-growth opportunities — and it needs a leader who can turn a team of early-career sellers into a high-performing, revenue-driving engine. We’re hiring a Sales Manager to build that team, own their development, and ensure CPG brands of all sizes see Instacart as an indispensable growth partner. This role sits at the intersection of people leadership, digital advertising, and the CPG eCommerce landscape, and the person who fills it will have a direct line of sight to double-digit year-over-year advertising revenue growth.

 

What you’ll cook up in your first year

A team that consistently hits quota — You’ll have inherited a team of ~6 Sales Associates/Sales Executives and built the coaching cadence, pipeline discipline, and performance culture that drives them to exceed quarterly targets.

Measurable seller growth at every level — Through structured 1:1s, deal coaching, and individualized development plans, you’ll have moved early-career sellers meaningfully up the capability curve, with clear evidence in performance reviews and pipeline metrics.

Stronger cross-functional execution — By partnering closely with Account Management, Measurement Science, Insights, Ad Ops, and Product, you’ll have reduced friction in the sales process and improved advertising performance and customer experience for brand partners.

Scalable sales infrastructure — You’ll have identified gaps in process, collateral, and data-sharing and implemented improvements that make the entire team more efficient and effective — not just your own book of business.

Double-digit revenue growth through strategic partnerships — You’ll have led and supported Joint Business Planning (JBP) and Upfront negotiations that drive meaningful year-over-year advertising revenue growth, with C-level client relationships that make Instacart a must-buy for brand partners.

 

The secret ingredients we’re looking for

We’re looking for a people-first leader who is as energized by developing sellers as they are by closing deals — someone who brings both strategic vision and hands-on rigor, and who thrives in the complexity of a fast-paced, high-growth environment.

Must-have pantry staples

(Minimum Qualifications)

5–10 years of sales experience, including 2–3 years of first-line people management (directly managing individual contributors)

Proven track record of exceeding sales goals/quota both as an individual contributor and as a manager

Demonstrated success developing and coaching early-career sales professionals with measurable results

Experience implementing scalable coaching frameworks and sales methodologies in high-growth environments

Strong cross-functional collaboration skills with a track record of navigating complex, matrixed organizations

Willingness to travel ~20–30% for team meetings, customer visits, and industry events

Optional garnishes

(Preferred Qualifications)

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

Background in CPG, eCommerce, or marketplace sales environments

Familiarity with Salesforce or similar CRM tools

Previous experience as a top-performing individual contributor before transitioning into 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. The cash variable incentive target is based on individual sales performance. Payout terms will be based on the Sales incentive Plan for this role. OTE range for this role is listed below and is based on salary and fixed paymix for the role. Sales incentive pay is contingent on performance and paid in accordance with the terms of the applicable Sales Incentive Plan

Additionally, this role is eligible for a new hire equity grant as well as annual refresh grants. Please rea d 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

OTE Range $275,500 — $347,500 USD