We're transforming the grocery industry

At Instacart, we invite the world to share love through food because we believe everyone should have access to the food they love and more time to enjoy it together. Where others see a simple need for grocery delivery, we see exciting complexity and endless opportunity to serve the varied needs of our community. We work to deliver an essential service that customers rely on to get their groceries and household goods, while also offering safe and flexible earnings opportunities to Instacart Personal Shoppers.

Instacart has become a lifeline for millions of people, and we're building the team to help push our shopping cart forward. If you're ready to do the best work of your life, come join our table.

Instacart is a Flex First team

There's no one-size fits all approach to how we do our best work. Our 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. Learn more about our flexible approach to where we work.

ABOUT THE JOB

Manage a team of three additional professionals who are responsible for sales processes, sales tools and learning & development. Think left-to-right about how we improve the operational aspects of sales/account management
Manage sales planning, including account planning, account segmentation, OKR enablement, and other emerging processes
Continuously improve and run successful Sales Operations processes. This includes pipeline and forecast activities with our account teams, as well as key projects that require partnership with legal, accounting and other cross-functional organizations
Drive sales discipline and excellence in execution resulting in a healthy, predictable, rapidly growing, and scaling business; partner with account teams and Market Planning & Strategy team
Run the weekly rhythm of business, including extended leadership team meetings, Deep Dives, prep for a Weekly Business Review with the executive team, etc.; drive action items out of these forums to closure
Drive the Sales Tool strategy that empowers our Account teams (CRM + other tools). Dive deeply into the sales processes and make sure intended outcomes, processes and tool enablement come together.
Drive large Sales Tools projects (such as CPQ, Order to Cash, Contract Lifecycle Management) through partnering with other business functions and technical teams.
Work with the technical teams to drive the right governance and prioritization of sales tools improvements
Partner with the Planning team to drive semi-annual OKRs. Set up the right reporting and tracking infrastructure leveraging our CRM tool and reporting platforms.
Build and drive a learning and development strategy and execute the plan across the organization. This includes onboarding, product readiness, ongoing professional development and other enablement areas.
Play a leadership role in key team events such as offsites and summits
Turn insights into actions to drive business growth; build organizational execution capabilities through data-driven insights that connect sales activity to organizational OKRs

ABOUT YOU

10+ years of experience, with at least 5 years in building developing and running sales processes, sales operations in a fast growing, quickly scaling business
People management experience, preferably in the sales operations arena
Experience managing the weekly rhythm around opportunity management and pipeline; experience in a tech sales environment a plus
Strong understanding of Sales processes and how they are enabled through CRM tools; Salesforce certification/experience a plus. Ability to bridge from strategy to business process to technical solutions.
Willingness to put yourself in the account team's shoes to understand the depths of the process to help solve problems and frame solutions.
Experience with sales planning and OKR development, plus the tracking and measurement of goals/OKRs
Excellent communication skills. Ability to frame issues, demonstrate current state to desired state, articulate 'the why' and bring key stakeholders along for the ride.
Flexible and willing to deal with ambiguity and a fast-paced environment
Strong cross group collaborator; ability to communicate effectively with Sales Leadership, Finance and other key stakeholders

#LI-Remote

Instacart provides highly market-competitive compensation and benefits in each location where our employees work. This role is remote and the base pay range for a successful candidate is dependent on their permanent work location. Please review our Flex First remote work policy here.

Offers may vary based on many factors, such as candidate experience and skills required for the role. Additionally, this role is eligible for a new hire equity grant as well as annual refresh grants. Please read more about our benefits offerings here.

For US based candidates, the base pay ranges for a successful candidate are listed below.

CA, NY, CT, NJ
$184,000-$204,000 USD

WA
$176,000-$196,000 USD

OR, DE, ME, MA, MD, NH, RI, VT, DC, PA, VA, CO, TX, IL, HI
$168,000-$187,000 USD

All other states
$153,000-$170,000 USD

Accommodations & Accessibility

At Instacart, we strive to create an accessible and inclusive experience for all candidates. If you need assistance submitting an application through our career site due to a disability, please submit an Accommodations Request Form and someone from our team will reach out soon to see how we may be able to assist.

Summary
Company name: Instacart
Remote job title: Senior Sales Operations Manager
Job tags: finance, Sales Leadership, Arena