Job description
We’re transforming the grocery industry
At Instacart, we invite the world to share love through food because we believe everyone should have access to the food they love and more time to enjoy it together. Where others see a simple need for grocery delivery, we see exciting complexity and endless opportunity to serve the varied needs of our community. We work to deliver an essential service that customers rely on to get their groceries and household goods, while also offering safe and flexible earnings opportunities to Instacart Personal Shoppers.
Instacart has become a lifeline for millions of people, and we’re building the team to help push our shopping cart forward. If you’re ready to do the best work of your life, come join our table.
Instacart is a Flex First team
There’s no one-size fits all approach to how we do our best work. Our employees have the flexibility to choose where they do their best work—whether it’s from home, an office, or your favorite coffee shop—while staying connected and building community through regular in-person events. Learn more about our flexible approach to where we work.
Overview
About the Team- At Instacart, our retail strategy is centered around being a highly trusted technology enablement partner for our retailers.
About the Role- We are hiring a Director of Sales Operations to lead a team of professionals to drive world-class sales operations for our retail business. The ideal candidate is a systems-minded operator who can turn great commercial strategy into repeatable, high-fidelity execution.
About the Job
The Director of Sales Operations will:
- Own the end-to-end retail sales engine by designing, documenting, and continuously improving every critical motion—from lead routing and quota setting to downstream integrations with accounting, legal, and other cross-functional partners —so that our retail teams spend more time with partners and less time fighting process.
- Serve as the connective tissue between go-to-market teams and sales tooling teams. Acting as the lead retail business stakeholder for Salesforce and adjacent tools, you’ll build a deep understanding of the nuances of our retail business and translate field feedback into crisp user stories, prioritize the roadmap, and ensure we ship high-impact enhancements on schedule. You will guide the evolution of our Salesforce tooling, the implementation of a new CPQ solution, and the integration of AI-driven tools to meet the unique needs of the Retail organization.
- Drive forecast accuracy and data integrity. You’ll own the single source of truth for pipeline, account segmentation, configuration details, and retention metrics—establishing rigorous governance over Salesforce hygiene, stage definitions, and reporting cadences.
- Scale what works, sunset what doesn’t. Through disciplined process mapping and experimentation, you’ll identify bottlenecks, prototype solutions, run experiments, and institutionalize best practices across global teams.
- Lead, coach, and develop a high-performance Sales Ops team. You’ll build career paths, set clear OKRs, and foster a culture of curiosity, data-driven decision-making, and psychological safety.
About You
Minimum Qualifications
- 12+ years in Sales Operations, Revenue Operations, Strategy, or related roles within high-growth tech (retail and/or ecommerce experience preferred).
- Deep expertise in Salesforce (Sales Cloud + CPQ), pipeline management, forecasting methodologies (bottom-up & top-down).
- Demonstrated success owning tooling roadmaps and partnering with Product/Engineering on system integrations and releases.
- Exceptional project management chops; comfortable juggling multiple workstreams, dependencies, and stakeholder groups.
- Executive-level written and visual communication skills serving cross-functional teams and senior leadership.
- Strong retailer empathy and an ability to understand what matters most to our retail partners’ business.
- Inspirational team leader with experience building a culture of engagement, enthusiasm, and high performance.
Preferred Qualifications
- Retail and/or ecommerce technology experience.
- A strong perspective on or direct experience with leveraging AI and automation to drive sales productivity and generate predictive insights.
- Experience navigating a matrixed organization, collaborating with central corporate functions while advocating for the specific needs of a dedicated business unit.
- Experience supporting diverse go-to-market motions, including hardware, SaaS, and enterprise partnership sales.
- Proven experience as a key business stakeholder in the implementation or major overhaul of a CPQ system.
- Proficiency with data analysis and visualization tools (e.g., SQL, Tableau, etc.).
Instacart provides highly market-competitive compensation and benefits in each location where our employees work. This role is remote and the base pay range for a successful candidate is dependent on their permanent work location. Please review our Flex First remote work policy here.
Offers may vary based on many factors, such as candidate experience and skills required for the role. Additionally, this role is eligible for a new hire equity grant as well as annual refresh grants. Please read more about our benefits offerings here.
For US based candidates, the base pay ranges for a successful candidate are listed below.
CA, NY, CT, NJ
$225,000—$250,000 USD
WA
$216,000—$240,000 USD
OR, DE, ME, MA, MD, NH, RI, VT, DC, PA, VA, CO, TX, IL, HI
$207,000—$230,000 USD
All other states
$187,000—$208,000 USD
