Senior AI Solution Sales Executive

Join Instacart, a leading grocery technology company, as a Senior Retail Solutions Sales Executive. In this role, you will be responsible for driving the commercial motion for our AI solutions, building relationships with grocery retailers, and closing complex AI engagements. You will have a direct impact on Instacart's position as the leading AI partner in the grocery industry.

• Establish and execute a commercial playbook for AI engagements, including pricing frameworks and partnership structures.
• Close multiple complex AI engagements, ensuring smooth handoffs to delivery teams and accountability for commercial commitments.
• Build trust with retailer stakeholders at the VP level and above, running disciplined deal processes that reflect the value of Instacart's offerings.

• Comfort operating in an early-stage function where the commercial playbook is still being written; energized by building rather than inheriting
• Demonstrated ability to structure and negotiate sophisticated commercial agreements — comfortable with contract terms, pricing mechanics, risk allocation, and the dynamics of complex deal negotiation
• Experience navigating lengthy enterprise procurement processes, including coordinating across legal, finance, information security, and executive stakeholders both internally and at the customer
• 7+ years of experience in enterprise sales, commercial partnerships, or business development, with a strong track record of closing complex, high-value deals involving multiple stakeholders and non-standard commercial structures
• Strong commercial acumen and executive presence — able to hold credible commercial conversations with VP-level+ retailer stakeholders, with good instincts for when to push and when to flex
• Prior experience selling technology solutions into grocery retail or adjacent consumer industries — you understand how grocery retailers evaluate and procure technology partnerships
• Familiarity with emerging AI commercial models — usage-based pricing, outcome-linked fees, pilot-to-enterprise conversion structures — or a demonstrated ability to get up to speed on new commercial paradigms quickly