Sales Development Representative (Emerging, Instacart Business)

Join Instacart Business, a rapidly growing B2B purchasing platform. As a Sales Development Representative (SDR II), you will be responsible for full-cycle sales in the emerging market segment, building a healthy pipeline, closing new deals, and establishing cross-functional partnerships. This role requires strong communication skills, a proven track record in sales, and the ability to work West Coast hours.

Responsibilities

• Construire et maintenir un pipeline de clients potentiels dans le segment des marchés émergents, en effectuant des contacts sortants quotidiens.
• Gérer l'ensemble du cycle de vente, de la prospection à la conclusion, en atteignant ou en dépassant les quotas mensuels et trimestriels.
• Collaborer avec les équipes interfonctionnelles pour influencer les décisions de produit et de stratégie, en apportant la voix des clients dans les conversations.
• 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
• Proven experience building early-stage sales motions or playbooks in a high-growth or startup environment

Requirements

• Ability to work West Coast hours; candidates based in the United States or Canada
• Strong written and verbal communication skills with the ability to tailor messaging to multiple personas (e.g., Operations, Facilities, HR/Workplace, Procurement)
• 1+ year owning a full sales cycle for SMB or emerging-market accounts, including discovery, demo, negotiation, and close
• Proficiency with Salesforce CRM and at least one sequencing tool (e.g., Outreach or Salesloft), plus LinkedIn Sales Navigator or similar data enrichment tools

Bachelor’s degree or equivalent practical experience

• Documented track record of meeting or exceeding quota (pipeline generation and/or closed-won attainment) in recent roles
• 2+ years of B2B sales experience in SDR, BDR, or AE roles, with a focus on outbound prospecting and new logo acquisition
• Familiarity with sales methodologies such as MEDDICC, BANT, or SPICED and a disciplined approach to pipeline management and forecasting

Preferred

• Experience selling logistics, delivery, e-commerce, procurement, workplace/office services, foodservice, or expense management solutions