Senior Solutions Sales Associate, Foodstorm

Overview

At Instacart, we’re revolutionizing the grocery industry through innovative technology. Among our suite of solutions is FoodStorm, a market-leading order management SaaS system designed to enhance grocery retailers’ order-ahead and prepared food capabilities. We’re empowering retailers to exceed customer expectations and stay ahead in a competitive market.

As Senior Solutions Sales Associate, FoodStorm, you’ll play a key role in expanding FoodStorm’s adoption within Instacart’s existing retailer accounts and the broader market, contributing to our vision of creating efficient and customer-focused grocery experiences.

This role is ideal for an experienced SaaS sales professional who thrives in complex, enterprise-level sales cycles and can strategically navigate industries with firm budgeting constraints. If you’re comfortable building strong relationships while applying a “challenger” mindset to drive transformative change for your clients, we want to hear from you.

About the Role 

As a critical member of the FoodStorm team, you’ll focus on:

• Driving SaaS adoption for FoodStorm among grocery retailers, including complex sales cycles involving multiple decision-makers and departments.
• Balancing relationship-driven sales with the ability to challenge and influence grocers to prioritize digital transformation for their prepared food, catering and perimeter categories.
• Establishing and expanding relationships with prospective and existing clients, building trust and presenting strong business cases with clearly communicated ROI.
• Strategically navigating budget constraints and helping retailers overcome CapEx and OpEx concerns to invest in the right digital solutions for their business, even after budgets may have been set or other tech projects have been earmarked.
• Partnering with key internal teams to ensure a seamless, client-centric transition from sales to implementation.

Your expertise in solution selling and experience in grocery, retail, or food & beverage technology will help FoodStorm become the go-to platform for order management.

About the Team 

The FoodStorm team is part of the Connected Stores enterprise technology portfolio, an innovative suite built to help retailers grow, compete, and adapt to evolving customer needs. You'll join a collaborative and cross-functional team that works closely with Instacart’s retailer account teams. By contributing to knowledge-sharing and best practices, the FoodStorm team fosters a unified, impactful environment for solving critical business challenges for grocery retailers.

About the Job 

In this role, your responsibilities will include:

• Proactively identifying and establishing relationships with new and existing grocery retailer partners that align with the FoodStorm market strategy.
• Navigating complex enterprise sales cycles, including presenting to and influencing decision-makers across multiple departments (e.g., operations, IT, merchandising, eCommerce, finance).
• Leading product demonstrations, explaining the capabilities of FoodStorm, and presenting a clear business case for ROI to clients.
• Collaborating with marketing and business development to drive pipeline growth and refine the prospect experience.
• Strategically addressing prioritization and cost barriers, helping clients see the value and long-term benefits of FoodStorm’s SaaS solutions.
• Acting as a subject matter expert in how prepared foods and perimeter store digitization can help grocers compete and grow efficiently.
• High integrity solutions sales setting clear and realistic expectations to drive success, and to create long term advocates that can be used as references and referrals moving forward.
• Leveraging Salesforce CRM to manage the sales pipeline, communicate progress, and provide accurate forecasting for leadership.
• Representing the business in cross-functional meetings and advocating for FoodStorm regional needs, including on calls or meetings in differing time zones.
• Traveling as required to deepen client relationships and win new business.

About You

Minimum Qualifications

• 5+ years of experience in SaaS enterprise sales, with a proven track record of success in complex and longer sales cycles involving enterprise negotiations.
• Familiarity or experience selling to industries with set budgeting constraints, and the ability to effectively navigate these challenges with clients.
• A balance of relationship-building and a challenger mentality leveraged to influence and collaborate with internal and external partners in a fast paced and ever evolving business environment.
• Excellent communication skills, with the ability to present tailored messaging to C-level executives and stakeholders across varied departments.
• Strong organizational skills, with the ability to effectively manage work schedules and sales pipelines autonomously.
• Proficiency with Salesforce CRM and the Google Suite.
• High moral integrity combined with creative problem-solving abilities.

Preferred Qualifications

• Industry experience in grocery, retail or prepared foods verticals.
• A creative and analytical approach to influencing client decisions and solving complex business challenges.