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Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates expertise in closing complex, high-value deals and structuring sophisticated commercial agreements, with a strong focus on building relationships with executive stakeholders. Proven ability to navigate enterprise procurement processes and contribute to the development of commercial playbooks in early-stage functions.
Highest-signal resume keywords
Enterprise Sales ExperienceComplex Deal NegotiationCommercial AcumenStakeholder ManagementAI Solutions Knowledge
ATS Keywords
Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
Contract NegotiationPricing FrameworksSOW TemplatesRisk AllocationCommercial AgreementsMarket IntelligenceEngagement Lifecycle ManagementMulti-Year Partnership StructuresOutcome-Based ModelsProcurement Process Navigation
Soft Skills
Executive PresenceTrust BuildingCommunication SkillsCollaborationProblem Solving
Industry Keywords
Grocery RetailConsumer IndustriesAI Commercial ModelsCommercial PartnershipsBusiness Development
About the role
Key responsibilities & impact- Own Instacart’s AI Solutions commercial motion end-to-end
- Establish and prove a commercial playbook, including pricing frameworks, SOW templates, milestone- and outcome-based models, and multi-year partnership structures
- Close complex AI engagements from initial scoping through signed contract
- Ensure clean handoffs to delivery teams and accountability for commercial commitments throughout each engagement lifecycle
- Build trust with VP-level and above retailer stakeholders through disciplined, well-structured deal processes
- Coordinate legal, finance, security, and executive sign-off processes
- Feed market intelligence from commercial negotiations back to AI Solutions leadership
- Help shape pricing models and go-to-market approach
Requirements
What you’ll need- 7+ years of experience in enterprise sales, commercial partnerships, or business development
- Strong track record of closing complex, high-value deals involving multiple stakeholders and non-standard commercial structures
- Ability to structure and negotiate sophisticated commercial agreements
- Comfort with contract terms, pricing mechanics, risk allocation, and complex deal negotiation
- Experience navigating lengthy enterprise procurement processes
- Experience coordinating across legal, finance, information security, and executive stakeholders internally and at the customer
- Strong commercial acumen and executive presence
- Ability to conduct credible commercial conversations with VP-level+ retailer stakeholders
- Comfort operating in an early-stage function where the commercial playbook is still being written
- Prior experience selling technology solutions into grocery retail or adjacent consumer industries preferred
- Familiarity with emerging AI commercial models preferred
Benefits
Comp & perks- Sales Incentive Plan with cash variable incentive target based on individual sales performance
- New hire equity grant
- Annual refresh equity grants
- Flexible work location from home, office, or coffee shop
- Regular in-person events
- Market-competitive compensation and benefits