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. We deliver essential grocery service while offering 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. 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, the Mid-Market segment represents a high‑growth opportunity that needs a leader to turn a team of early‑career sellers into a high‑performing revenue engine. This role sits at the intersection of people leadership, digital advertising, and the CPG eCommerce landscape and directly influences double‑digit year‑over‑year advertising revenue growth. What you’ll cook up in your first year A team that consistently hits quota — build coaching cadence, pipeline discipline, and performance culture that drives them to exceed quarterly targets. Measurable seller growth at every level — lift early‑career sellers up the capability curve with individual development plans and clear performance evidence. Stronger cross‑functional execution — partner with Account Management, Measurement Science, Insights, Ad Ops, and Product to reduce friction in the sales process and improve advertising performance and customer experience for brand partners. Scalable sales infrastructure — identify gaps in process, collateral, and data sharing, and implement improvements that increase team efficiency. Double‑digit revenue growth through strategic partnerships — lead JBP and upfront negotiations to drive year‑over‑year advertising revenue growth and build C‑level client relationships. The secret ingredients we’re looking for We’re looking for a people‑first leader who is energized by developing sellers as much as closing deals—a strategic thinker with hands‑on rigor who thrives in 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. Proven record of exceeding sales goals/quota as an individual and as a manager. Demonstrated success 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 in complex, matrixed organizations. Willingness to travel 20–30% for team meetings, customer visits, and industry events. Optional garnishes Preferred Qualifications Digital advertising experience, especially in paid search, display, or retail media. Background in CPG, eCommerce, or marketplace sales environments. Familiarity with Salesforce or similar CRM tools. Prior top‑performing individual contributor before moving into management. Compensation & Benefits Instacart offers competitive compensation and benefits. This role is remote. The base pay range depends on location. The OTE range is $275,500–$347,500 USD. Salary ranges by state: Washington: $158,000–$166,500 USD Oregon, Delaware, Maine, Massachusetts, Maryland, New Hampshire, Rhode Island, Vermont, District of Columbia, Pennsylvania, Virginia, Colorado, Texas, Illinois, Hawaii: $151,000–$159,500 USD All other states: $138,000–$145,500 USD California, New York, Connecticut, New Jersey: $165,000–$174,000 USD #J-18808-Ljbffr Instacart