Sales Executive – Mid Market CPG Brands

Company Overview

At Instacart, we're revolutionizing grocery by connecting people with the foods they love, aiming to provide more time to enjoy meals together. Our mission extends beyond simple grocery delivery; we embrace the complexity and opportunities in serving diverse community needs while offering safe, flexible earning roles for our Personal Shoppers. We have become an essential service for millions and are building a team to push our boundaries further.

Work Flexibility

Instacart supports a Flex First culture, allowing employees to choose their preferred work environment, whether from home, an office, or another location, while fostering connection through in-person community events.

Role Summary

This position exists to drive growth in our advertising segment by serving mid-market Consumer Packaged Goods (CPG) brands. As a strategic partner, you will manage 5 to 10 growing brands, guiding their retail media investments and becoming their trusted advisor. This role is pivotal in accelerating Instacart’s advertising revenue.

Key Responsibilities

• Manage and expand a portfolio of 5–10 mid-market CPG clients, establishing deep executive relationships to become their primary point of contact for retail media investment decisions.
• Consistently meet or exceed revenue goals quarterly and annually by transforming data insights into persuasive investment proposals, shifting clients from transactional buying to strategic collaboration.
• Conduct detailed business reviews monthly, quarterly, and annually that identify new growth avenues and influence advertising budget distribution on the Instacart platform.
• Develop a repository of tailored sales materials, case studies, and client-specific narratives to streamline client approvals and enable team scalability.
• Serve as a knowledgeable voice bridging CPG brands and retail media, sharing field insights with internal teams to enhance client service and product offerings.

Required Qualifications

• 3 to 5+ years in sales or client-facing roles with proven success in account management and growth.
• Minimum 1 year of experience in digital advertising with practical understanding of advertising metrics and campaign analysis.
• Strong analytical skills to interpret data and influence customer decisions effectively.
• Excellent verbal, written, and presentation communication skills suitable for a range of stakeholders including executives.
• Proficiency with spreadsheets (Excel or Google Sheets) and familiarity with CRM or sales management tools.

Preferred Qualifications

• Experience selling in retail media or CPG sectors with an understanding of brand ROI measurement on advertising platforms.
• History of consistent quota achievement focusing on long-term client partnerships rather than purely deal closures.
• Knowledge of SQL or Tableau for independent data querying and insight extraction without analytical support.

Compensation & Benefits

Instacart offers highly competitive salaries, benefits, and equity grants depending on location and experience. The position includes base salary plus a variable sales incentive plan tied to individual sales outcomes with attainable OTE (On-Target Earnings) ranging broadly depending on geography. The role is remote with a flexible working policy.

Estimated base salary ranges by location (USD):

• Washington: $96,000 to $101,500
• Oregon, Delaware, Maine, Massachusetts, Maryland, New Hampshire, Rhode Island, Vermont, DC, Pennsylvania, Virginia, Colorado, Texas, Illinois, Hawaii: $93,000 to $98,000
• Others states: $84,000 to $88,500
• California, New York, Connecticut, New Jersey: $101,000 to $106,500

OTE (combined base and variable) ranges: $152,000 to $193,500.