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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 commercial agreements and navigating enterprise procurement processes, while building trust with executive stakeholders. Proficient in developing pricing frameworks and go-to-market strategies within the retail AI solutions space.
Highest-signal resume keywords
Enterprise Sales ExperienceComplex Deal ClosingCommercial Agreement NegotiationStakeholder CoordinationRetail AI 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
Commercial Playbook DevelopmentPricing FrameworksContract StructuringRisk AllocationMilestone-Based ModelsOutcome-Based ModelsSOW TemplatesMarket Intelligence AnalysisNegotiation SkillsProcurement Process Navigation
Soft Skills
Commercial AcumenExecutive PresenceTrust BuildingCredible CommunicationCollaboration
Industry Keywords
Grocery RetailConsumer IndustriesAI Commercial ModelsPartnership StructuresStakeholder Engagement
About the role
Key responsibilities & impact- Own Instacart’s retail AI solutions commercial motion end-to-end
- Establish and prove the 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 as a credible commercial partner
- Coordinate internal 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, including contract terms, pricing mechanics, and risk allocation
- Experience navigating lengthy enterprise procurement processes
- Experience coordinating with legal, finance, information security, and executive stakeholders
- Strong commercial acumen and executive presence
- Ability to conduct credible commercial conversations with VP-level and above retailer stakeholders
- Comfort operating in an early-stage function where the commercial playbook is still being developed
- 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 through Instacart’s Flex First approach, including home, office, or coffee shop
- Regular in-person events
- Market-competitive compensation and benefits based on permanent work location