Manager, Mid Market Sales

What you’ll cook up in your first year

• A team that consistently hits quota — You’ll have inherited a team of ~6 Sales Associates/Sales Executives and built the coaching cadence, pipeline discipline, and performance culture that drives them to exceed quarterly targets.
• Measurable seller growth at every level — Through structured 1:1s, deal coaching, and individualized development plans, you’ll have moved early-career sellers meaningfully up the capability curve, with clear evidence in performance reviews and pipeline metrics.
• Stronger cross-functional execution — By partnering closely with Account Management, Measurement Science, Insights, Ad Ops, and Product, you’ll have reduced friction in the sales process and improved advertising performance and customer experience for brand partners.
• Scalable sales infrastructure — You’ll have identified gaps in process, collateral, and data-sharing and implemented improvements that make the entire team more efficient and effective — not just your own book of business.
• Double-digit revenue growth through strategic partnerships — You’ll have led and supported Joint Business Planning (JBP) and Upfront negotiations that drive meaningful year-over-year advertising revenue growth, with C-level client relationships that make Instacart a must-buy for brand partners.

Must-have pantry staples (Minimum Qualifications)

• 5–10 years of sales experience, including 2–3 years of first-line people management (directly managing individual contributors)
• Proven track record of exceeding sales goals/quota both as an individual contributor and as a manager
• Demonstrated success developing and coaching early-career sales professionals with measurable results
• Experience implementing scalable coaching frameworks and sales methodologies in high-growth environments
• Strong cross-functional collaboration skills with a track record of navigating complex, matrixed organizations
• Willingness to travel ~20–30% for team meetings, customer visits, and industry events

Optional garnishes (Preferred Qualifications)

• Digital advertising experience, particularly in paid search, display, or retail media
• Background in CPG, eCommerce, or marketplace sales environments
• Familiarity with Salesforce or similar CRM tools
• Previous experience as a top-performing individual contributor before transitioning into management

This role also includes a Sales Incentive Plan. The cash variable incentive target is based on individual sales performance. Additionally, this role is eligible for a new hire equity grant as well as annual refresh grants.