The Senior Director of Ad Sales sits within Instacart’s Brand Partnerships Organization and is a key member of the Leadership team.  This individual will be focused on leading a team in growing mission critical relationships with a key segment of Instacart’s CPG advertisers.  As a Senior Director, this person is expected to be the senior advocate for our CPG / Advertiser relationships within Instacart, as well as a champion for empowering and enabling their team to operate effectively and drive growth with their CPG counterparts.  This person must be a self-starter, experienced people and sales leader and able to execute efficiently and effectively within the context of the ‘big picture’.

  • Set and deliver on team sales goals
  • Maintain a deep understanding of your accounts with the ability to give status updates at a moment’s notice (i.e. opportunity, risks, actions, help needed)
  • Create, maintain and evolve strategic territory  plans to unlock opportunities in high priority areas and achieve growth objectives
  • Develop, review and deploy sales collateral, case studies, and custom ‘stories’ to translate benefits of Instacart’s platform to Emerging Brands
  • Set long term strategy with your team and Emerging Brand Partners to deliver mutual growth
  • Lead annual planning and budgeting process and roll up across accounts with the ability to quickly make trade offs based on strategic importance and business impact
  • Lead and support teams in various contract negotiations with high stakes
  • Review and approve all partner contracts and commitments
  • Develop and maintain senior executive level relationships with your Emerging Brand Partners
  • Educate Senior Emerging Brand Partner leaders (VP level) on the importance of eCommerce in their strategy
  • Support your team in expanding strategic relationships within your accounts
  • Build and maintain strong relationships with Instacart cross functional teams and your accounts (e.g. analytics, product management, engineering, legal, finance, etc.)
  • Maintain strong relationships between account team and cross functional Instacart teams to ensure limited resources are prioritized to support your accounts
  • Engage, coach and develop your account teams – empower them to do their best work – including effective preparation for all key internal and external meetings
  • Maintain a strong understanding of the evolving Instacart value proposition and how it compares to key competitors – ability to ‘stand and deliver’ internally and externally
  • Expand active Emerging Brand Partnerships with a focus on growing high priority categories to increase auction depth
  • Gain trial and adoption of all Instacart Ads automation tools such as optimized bidding
  • Coach clients on media mix to ensure adoption of Sponsored Product and Shoppable Display
  • Provide insight into retailer expansion opportunities where applicable, leveraging key data and reporting

  • 15+ years of experience
  • Experience leading and developing quota carrying sales teams
  • Experience building and maintaining C-suite / Sr. executive relationships
  • Strong written / verbal communication skills and executive presence
  • Strong understanding of CPG industry, budgets, competition and sales dynamics
  • Strategy experience in the CPG / Advertising Industry with ability to ‘think big’
  • Experience with prominent digital advertising tools and capabilities
  • Some understanding of Instacart’s business model and position in the competitive set
  • Empathy for and understanding of product development and engineering in a fast moving / high growth tech environment
  • Ability to form, lead and develop effective teams in a dynamic, fast paced environment
  • Comfort selling new / novel / untested advertising tools
  • Deep experience making sound, fact-based commercial decisions rooted in data

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