[Remote] Senior AI Solution Sales Executive

Note: The job is a remote job and is open to candidates in USA. Instacart is hiring a Senior AI Solution Sales Executive to lead the end-to-end commercial motion for agentic AI solutions developed with grocery retailers. The role establishes commercial frameworks, closes complex AI engagements, manages internal deal processes, and shares market intelligence to shape pricing and go-to-market strategy.

Responsibilities

• A commercial playbook is established and proven — including pricing frameworks, SOW templates, milestone- and outcome-based models, and multi-year partnership structures that become the standard for all AI engagements going forward
• Multiple complex AI engagements are closed, from initial scoping through signed contract, with clean handoffs to delivery teams and clear accountability for commercial commitments throughout each engagement lifecycle
• Retailer stakeholders at the VP level and above trust Instacart as a credible commercial partner — because you've run disciplined, well-structured deal processes that reflect the value of what we're delivering
• Internal deal processes (legal, finance, security, executive sign-off) run smoothly and efficiently, without creating bottlenecks that slow momentum on active deals
• Market intelligence from commercial negotiations is regularly fed back to AI Solutions leadership, directly shaping how we evolve our pricing models and go-to-market approach

Skills

• 7+ years of experience in enterprise sales, commercial partnerships, or business development, with a strong track record of closing complex, high-value deals involving multiple stakeholders and non-standard commercial structures
• Demonstrated ability to structure and negotiate sophisticated commercial agreements — comfortable with contract terms, pricing mechanics, risk allocation, and the dynamics of complex deal negotiation
• Experience navigating lengthy enterprise procurement processes, including coordinating across legal, finance, information security, and executive stakeholders both internally and at the customer
• Strong commercial acumen and executive presence — able to hold credible commercial conversations with VP-level+ retailer stakeholders, with good instincts for when to push and when to flex
• Comfort operating in an early-stage function where the commercial playbook is still being written; energized by building rather than inheriting
• Prior experience selling technology solutions into grocery retail or adjacent consumer industries — you understand how grocery retailers evaluate and procure technology partnerships
• Familiarity with emerging AI commercial models — usage-based pricing, outcome-linked fees, pilot-to-enterprise conversion structures — or a demonstrated ability to get up to speed on new commercial paradigms quickly

Benefits

• Employees have the flexibility to choose where they do their best work—whether it’s from home, an office, or your favorite coffee shop—while staying connected and building community through regular in-person events.
• Sales Incentive Plan; cash variable incentive target based on individual sales performance. Payout terms are based on the Sales Incentive Plan for this role.
• Eligible for a new hire equity grant as well as annual refresh grants.

Company Overview

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