Activation Sales Development Representative II

Instacart is hiring a class of Sales Development Representatives to join its Brand Partnerships team within the Business Development group. In this role you will generate new business opportunities by identifying, contacting, and qualifying potential customers, and manage leads through the sales pipeline by setting meetings, following up, and tracking progress toward sales goals. The team works with Emerging-Scaled advertisers before activation, helping them set up and launch successful ad campaigns.

What you will do

• Develop and maintain strong relationships with advertisers, managing all aspects of the sales cycle.
• Conduct a high volume of daily activities, including outbound calls, emails, and social selling in a fast-paced transactional environment.
• Create sales collateral, case studies, and custom stories to communicate the benefits of Instacart's platform to CPG advertisers.
• Meet and exceed KPIs such as retention rate, revenue generated, and live advertiser percentage.
• Use SFDC and sales engagement tools to prioritize leads and engage brands through cadences and dialing.
• Ensure accurate contact mapping within your book of business and track contact movement updates.
• Engage active advertisers in your book to drive increased investments, using your industry expertise and knowledge of the brands' businesses.
• Identify opportunities to standardize materials and processes so support can be delivered at scale.
• Deliver a strong customer experience through project management: anticipating and resolving bottlenecks, managing multiple schedules, and keeping a high standard of execution.
• Collaborate with product teams to prioritize product improvements that help scale ad products for small to medium-sized businesses.

What they are looking for

• 1+ years of experience in a sales or business development role, preferably in advertising or CPG.
• Strong written and verbal communication skills, with the ability to build rapport and lasting relationships.
• A proven track record of meeting or exceeding sales targets and KPIs.
• Excellent organizational and project management skills.
• Detail-oriented, with a focus on accuracy and quality.
• Ability to adapt to a fast-paced, dynamic environment.

Preferred

• Strong advertising industry knowledge and understanding of CPG advertising.
• Familiarity with CRM software such as Salesforce and with sales engagement tools.
• Familiarity with using AI to assist in sales processes and maximize efficiency.
• Experience working with and prioritizing a large book of business.

Location and pay

This role is remote and is posted as United States - Remote. Instacart describes itself as a Flex First team: employees choose where they work, whether home, an office, or elsewhere, and stay connected through regular in-person events.

Base pay depends on the candidate's permanent work location. For US-based candidates the ranges are:

• CA, NY, CT, NJ: $56,000–$60,000
• WA: $54,000–$56,000
• OR, DE, ME, MA, MD, NH, RI, VT, DC, PA, VA, CO, TX, IL, HI: $52,000–$54,000
• All other states: $47,000–$49,000

The role also includes a Sales Incentive Plan, with a cash variable incentive target based on individual sales performance and paid under the plan's terms. The OTE range is $59,500–$76,000. Offers may vary based on factors such as candidate experience and the skills required for the role.

About Instacart

Instacart delivers groceries and household goods that customers rely on, and offers safe, flexible earnings opportunities to Instacart Personal Shoppers. The company says it has become a lifeline for millions of people and is building the team to push its shopping cart forward.