We're transforming the grocery industry

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.

Instacart is a Flex First team

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.

Overview

The Senior Director, E-Commerce & Fulfillment Strategy is a key leadership position tasked with defining and driving Instacart’s strategy to ensure commercial success across our e-commerce and fulfillment offerings. You will oversee the go-to-market strategy for our E-commerce retailer storefront and fulfillment solutions that empower retailers to meet the evolving demands of online grocery shopping. This role is highly cross-functional, requiring collaboration with various teams to grow our enterprise business and drive material impact on both retailer satisfaction and Instacart’s profitability.

The Strategy & Planning team is a dynamic group responsible for developing strategies to accelerate the adoption of Instacart’s enterprise products and driving partner growth. The team performs analysis, evaluates new market opportunities, creates commercialization frameworks, and establishes GTM plans to reinforce Instacart’s leadership as the preferred technology partner for grocery retailers. Collaborating closely with internal stakeholders and commercial partners, the team combines market intelligence, strategic planning, and execution to bring innovative solutions to our partners.

About the Job

Lead the strategic vision and execution for Instacart’s e-commerce and fulfillment Go To Market operations, ensuring alignment with company and retailer growth objectives.
Build and scale a high-performance team focused on delivering innovative, flexible, and efficient solutions within the grocery e-commerce space.
Work with Engineering, Product, Corporate Development, Operations, Legal, Finance, and other cross-functional stakeholders to define the roadmap of new E-Commerce and Fulfillment innovations we will build to bring to our retail partners
Partner with retailers across Instacart’s enterprise portfolio to design tailored solutions that deliver ecommerce growth and operational efficiency.
In partnership with Sales leaders, own key performance metrics, including new partnerships, pipeline growth, revenue targets, and sales cycle efficiency, ensuring continuous improvements.
Leverage deep data insights to anticipate future trends in retailer needs and fulfillment requirements, and proactively shape strategy around evolving market needs.
Act as a trusted advisor to executive stakeholders at Instacart and across partnership networks, ensuring alignment on priorities and outcomes.

About You

Minimum Qualifications

10+ years of experience in e-commerce sales, strategy, business operations, fulfillment logistics, or related areas within a SaaS or high-growth technology organization, with a minimum of 5 years in a team leadership capacity.
Proven track record of managing large-scale, operationally complex B2B or B2C e-commerce fulfillment programs.
Strong analytical background with proficiency in interpreting data sets and operational KPIs to execute data-driven strategies.
Deep understanding of fulfillment technologies, logistics networks, e-commerce, and delivery marketplaces.
Exceptional communication and leadership skills with demonstrated success influencing senior internal and external stakeholders.

Preferred Qualifications

Expertise in the grocery retail industry.
Experience leading multifaceted teams across geographies and managing large enterprise partnerships.
MBA or advanced degree in business, operations, or a related field is a plus.
Thought leadership in anticipating and crafting forward-looking e-commerce or fulfillment strategies to meet market demand.

#LI-Remote

Instacart provides highly market-competitive compensation and benefits in each location where our employees work. This role is remote and the base pay range for a successful candidate is dependent on their permanent work location. Please review our Flex First remote work policy here.

Offers may vary based on many factors, such as candidate experience and skills required for the role. Additionally, this role is eligible for a new hire equity grant as well as annual refresh grants. Please read more about our benefits offerings here.

For US based candidates, the base pay ranges for a successful candidate are listed below.

CA, NY, CT, NJ

$284,000—$299,000 USD

$272,000—$287,000 USD

OR, DE, ME, MA, MD, NH, RI, VT, DC, PA, VA, CO, TX, IL, HI

$260,000—$274,000 USD

All other states

$237,000—$250,000 USD

Senior Director, E-Commerce & Fulfillment Strategy

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