Sales Development Representative II, Emerging - Instacart Business

Instacart is hiring a Sales Development Representative II to own full-cycle sales for emerging-market customers of Instacart Business. The role focuses on sourcing and closing new business, developing repeatable sales playbooks, and partnering cross-functionally to inform product and go-to-market decisions.

Responsibilities:

• 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

Requirements:

• 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)
• Bachelor's degree or equivalent practical experience
• 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