Sales Development Representative II, Emerging - Instacart Business

The role

This person will own full-cycle sales in the emerging-market segment to drive new logo growth. They will build a self-sourced pipeline through outbound touches and develop repeatable prospecting playbooks.

What you will do

• Build a self-sourced pipeline of emerging-market logos through 40–60 daily outbound touches.
• Generate net-new closed-won revenue in the emerging segment.
• Create repeatable, tested playbooks for prospecting and closing.
• Partner with Product, Engineering, Marketing, and Operations.
• Run tailored demos and build ROI narratives for multiple personas.
• Navigate buying committees.

Required 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 in recent roles.
• Proficiency with Salesforce CRM and at least one sequencing tool (e.g., Outreach or Salesloft).
• Proficiency with LinkedIn Sales Navigator or similar data enrichment tools.
• Strong written and verbal communication skills.
• Ability to work West Coast hours.
• Candidates based in the United States or Canada.
• Bachelor’s degree or equivalent practical experience.

Nice to have

• 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.
• 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.

Benefits

• Highly market-competitive compensation and benefits
• New hire equity grant
• Annual refresh grants

About the company

Instacart is a Flex First team that provides an essential service for grocery and household goods delivery. They aim to transform the grocery industry and offer flexible earnings opportunities to Personal Shoppers.