# Sales Development Representative II, Emerging

**Company:** [Instacart](https://hotfix.jobs/companies/instacart)
**Location:** Remote
**Role:** Sales Development
**Salary:** $23 – $29/hr
**Experience:** 2+ years
**Skills:** Salesforce CRM, Outreach, Salesloft, LinkedIn Sales Navigator, MEDDICC, Bant, Spiced, Prospecting, Pipeline Management, ROI Analysis
**Posted:** 2026-06-09

> Own full-cycle outbound sales for Instacart Business's emerging-market segment, building pipeline through 40-60 daily touches and closing new logos to meet quota.

## Job Description

## What you’ll cook up in your first year

- A healthy, self-sourced pipeline of emerging-market logos — built from consistent 40–60 daily outbound touches and 3x+ pipeline coverage — that directly fuels Instacart Business’s new logo growth.
- Net-new closed-won revenue in the emerging segment, from first touch through signed deal, with a track record of meeting or exceeding monthly and quarterly quota.
- Repeatable, tested playbooks for prospecting and closing in the emerging segment — including refined ICPs, A/B-tested sequences, and conversion benchmarks that the broader team can build on.
- Meaningful cross-functional partnerships with Product, Engineering, Marketing, and Operations — bringing the voice of your customers into roadmap conversations, pilots, and packaging decisions.
- A reputation as the go-to for emerging-market deal expertise: someone who can run tailored demos, build ROI narratives for multiple personas, and navigate buying committees with confidence.

## Must-have pantry staples (Minimum Qualifications)

- 2+ years of B2B sales experience in SDR, BDR, or AE roles, with a focus on outbound prospecting and new logo acquisition.
- 1+ year owning a full sales cycle for SMB or emerging-market accounts, including discovery, demo, negotiation, and close.
- Documented track record of meeting or exceeding quota (pipeline generation and/or closed-won attainment) in recent roles.
- Proficiency with Salesforce CRM and at least one sequencing tool (e.g., Outreach or Salesloft), plus LinkedIn Sales Navigator or similar data enrichment tools.
- Strong written and verbal communication skills with the ability to tailor messaging to multiple personas (e.g., Operations, Facilities, HR/Workplace, Procurement).
- Ability to work West Coast hours; candidates based in the United States or Canada.
- Bachelor’s degree or equivalent practical experience.

## Optional garnishes (Preferred Qualifications)

- Experience selling logistics, delivery, e-commerce, procurement, workplace/office services, foodservice, or expense management solutions.
- Familiarity with sales methodologies such as MEDDICC, BANT, or SPICED and a disciplined approach to pipeline management and forecasting.
- Proven experience building early-stage sales motions or playbooks in a high-growth or startup environment.
- Comfort running tailored demos and ROI/value narratives that resonate with multiple stakeholders and buying committees.
- Experience partnering with Product and Engineering to influence pilots, beta programs, or roadmap priorities based on customer feedback.

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