Senior Strategic Finance Manager – Partnerships

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’s Strategic Finance organization partners with the business to provide financial insights and guidance to support the company’s long-term strategy and ambitious growth plans. We partner with teams such as Marketing, Product, Commercial, and Fulfillment to allocate resources to the highest impact opportunities.

The Marketing & Partnerships Strategic Finance team partners closely with leadership across Marketing, Commercial, and Product to scale our user base and invest in long-term growth at sustainable economics. 

We are looking for a Senior Strategic Finance Manager to be the finance partner for the Growth Partnerships team. This is a high-visibility, high-impact role operating at the intersection of strategy, finance, and commercial deal-making. You will be responsible for evaluating, pricing, and structuring growth partnerships, and partnering with the team to manage an existing portfolio of deals. This role is an individual contributor and will report to the Director of Marketing Finance.

• Serve as the finance partner to the Growth Partnerships team, being deeply involved in deal strategy and negotiations from early ideation through term sheet execution.
• Develop effective frameworks to evaluate a high volume of potential partnerships, including establishing deal guardrails (rev-share structures, minimum guarantees, performance-based terms, floors and caps) to protect Instacart’s unit economics and drive growth.
• Lead financial modeling for all growth partnerships, working to translate the partnership opportunity into decision-ready economics and identify areas to improve the commercial terms.
• Design partnership constructs from a customer lens to drive growth at an acceptable ROI, payback period, and CAC/LTV.
• Partner closely with Data Science to define how Instacart measures partnership incrementality and align partnership terms to measurable growth outcomes.
• Own the driver-based budget and forecast for the full partnerships portfolio, integrating partnership economics into company-wide planning cycles.
• Create executive-level materials and present recommendations to Commercial, Product and Finance leadership at Deal Desk. 
• Establish and strengthen internal governance and review mechanisms to ensure consistent, rigorous deal review across a high-volume pipeline.
• Track portfolio performance against expectations, identify risks and opportunities, and develop the analytics and reporting cadence needed to manage the business.
• Craft compelling narratives around deal thesis and performance, with the ability to simplify nuance for executive audiences. 

Minimum Qualifications

• 8–10 years of relevant experience in Strategic Finance, investment banking, or consulting, with demonstrated ownership over complex deals or partnerships.
• Proven experience supporting growth partnerships from the finance side — you’ve evaluated, structured, and supported many deals from ideation to execution.
• Expert financial modeling skills — ability to build complex, deal-specific models that describe novel partnership structures and translate them into decision-ready economics.
• Deep fluency in deal economics: ROI, CAC/LTV, payback, rev-share structures, pricing floors, minimum guarantees, incrementality, and membership unit economics.
• Ability to operate with high autonomy in an ambiguous environment, with experience building strong business partnerships with cross-functional stakeholders.
• Proficiency in SQL to self-serve data for model building, performance tracking, and ad hoc analysis.
• Executive-level communication skills — you distill complex financial analysis into clear narratives and recommendations, and you’re comfortable presenting to and influencing C-suite stakeholders.
• Exceptional attention to detail paired with the ability to zoom out to the big picture.
• Strong cross-functional fluency and a track record of effective collaboration with Product, Data Science, Legal, and Commercial teams.
• Bachelor’s degree in Finance, Economics, Business, or a related field.

Preferred Qualifications

• Strategic Finance experience at a fast-paced, high-growth consumer marketplace technology company.
• Familiarity with subscription-based or membership business models.
• Advanced SQL proficiency.

#LI-Remote