Sales Development Representative II, Emerging - Instacart Business

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.

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.

Instacart Business is building the go-to B2B purchasing experience for teams that need fast, reliable delivery of food, office essentials, and last-mile supplies — and we’re still in the early innings. The emerging-market segment is largely untapped, and we need a sharp, entrepreneurial seller to help us define how we reach and win these customers. We’re hiring an SDR II to own full-cycle sales in this segment and directly shape how Instacart Business grows. This role sits at the intersection of outbound hustle and strategic product partnership, and the person who fills it will have a direct line of sight to how we scale from a team of 6 to a market leader.

• 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.

(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.

(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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