Sales Development Representative II, Emerging – Instacart Business

Sales Development Representative II, Emerging - Instacart Business

Instacart is transforming the grocery industry by providing fast, reliable delivery of groceries and household goods. We believe everyone should have access to the food they love and more time to enjoy it together. Join our team and help us push our shopping cart forward!

Instacart operates on a "Flex First" model, offering employees the flexibility to choose where they do their best work, whether from home, an office, or a coffee shop, while staying connected through regular in-person events.

About the Role

Instacart Business is building the premier B2B purchasing experience for teams needing fast, reliable delivery of food, office essentials, and last-mile supplies. This role focuses on the largely untapped emerging market segment. As an SDR II, you will own full-cycle sales in this segment, directly shaping how Instacart Business grows and scales. This is an opportunity to work at the intersection of outbound sales and strategic product partnership, with direct visibility into scaling a market-leading business.

What You'll Do in Your First Year

• Build a self-sourced pipeline of emerging market logos through consistent outbound prospecting (40-60 daily touches) and achieving 3x+ pipeline coverage to fuel new logo growth.
• Generate net-new closed-won revenue in the emerging segment, managing the full sales cycle from initial contact to signed deal, and consistently meeting or exceeding monthly and quarterly quotas.
• Develop and refine repeatable playbooks for prospecting and closing in the emerging segment, including defining Ideal Customer Profiles (ICPs), A/B testing sequences, and establishing conversion benchmarks for the broader team.
• Foster strong cross-functional partnerships with Product, Engineering, Marketing, and Operations teams, bringing customer insights into roadmap discussions, pilot programs, and packaging decisions.
• Become the go-to expert for emerging market deals, running tailored demos, building ROI narratives for various personas, and confidently navigating buying committees.

Requirements

Minimum Qualifications:

• 2+ years of B2B sales experience in SDR, BDR, or AE roles, with a strong focus on outbound prospecting and new logo acquisition.
• 1+ year of experience owning a full sales cycle for SMB or emerging market accounts, including discovery, demo, negotiation, and closing.
• 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, Salesloft).
• Experience with 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 must be based in the United States or Canada.
• Bachelor’s degree or equivalent practical experience.

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.

What We Offer

Instacart provides highly market-competitive compensation and benefits. This role is remote, and the base pay range for a successful candidate in Canada is $30.77 - $32.45 CAD per hour, dependent on permanent work location. We are currently hiring in the following Canadian provinces: Ontario, Alberta, British Columbia, and Nova Scotia.

Offers may vary based on factors such as candidate experience and skills. This role is eligible for a new hire equity grant as well as annual refresh grants.

Learn more about our flexible approach to work here: Instacart Careers - Flex First Learn more about our benefits here: Instacart Careers - Taste of Instacart