Manager, Mid Market Sales

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