Senior AI Solutions Sales Executive
Remote · 7+ years experience · Full-time · Remote · Posted Sep 29, 2026
At a glance
- Experience
- 7+ years experience
- Employment
- Full-time
- Workplace
- Remote
- Location
- Remote
About the role
- Instacart is hiring a Senior AI Solutions Sales Executive to own the commercial motion end-to-end for building agentic AI solutions directly with and for grocery retailers.
- This role sits at the intersection of enterprise sales and frontier AI, providing a direct line of sight to how Instacart becomes the leading AI partner in grocery.
Responsibilities
- Establish and prove a commercial playbook including pricing frameworks, SOW templates, milestone- and outcome-based models, and multi-year partnership structures.
- Close multiple complex AI engagements from initial scoping through signed contract, with clean handoffs to delivery teams.
- Maintain clear accountability for commercial commitments throughout each engagement lifecycle.
- Build trust with retailer stakeholders at the VP level and above as a credible commercial partner through disciplined deal processes.
- Run internal deal processes involving legal, finance, security, and executive sign-off smoothly and efficiently.
- Feed market intelligence from commercial negotiations regularly back to AI Solutions leadership to shape pricing models and go-to-market approaches.
Requirements
- 7+ years of experience in enterprise sales, commercial partnerships, or business development with a strong track record of closing complex, high-value deals.
- Demonstrated ability to structure and negotiate sophisticated commercial agreements including contract terms, pricing mechanics, and risk allocation.
- Experience navigating lengthy enterprise procurement processes, coordinating across legal, finance, information security, and executive stakeholders.
- Strong commercial acumen and executive presence with the ability to hold credible commercial conversations with VP-level+ retailer stakeholders.
- Comfort operating in an early-stage function where the commercial playbook is still being written and being energized by building rather than inheriting.
Preferred qualifications
- Prior experience selling technology solutions into grocery retail or adjacent consumer industries.
- Familiarity with emerging AI commercial models such as usage-based pricing, outcome-linked fees, and pilot-to-enterprise conversion structures.
Benefits
- Market-competitive compensation and benefits
- Sales Incentive Plan with cash variable incentive target based on individual performance
- New hire equity grant
- Annual refresh grants
Workplace
- Flex First team offering flexibility to choose where to work from home, an office, or a coffee shop
