Director of Sales Operations, Instacart

• The ideal candidate is a systems-minded operator who can turn great commercial strategy into repeatable, high-fidelity execution
• 12+ years in Sales Operations, Revenue Operations, Strategy, or related roles within high-growth tech (retail and/or ecommerce experience preferred)
• Deep expertise in Salesforce (Sales Cloud + CPQ), pipeline management, forecasting methodologies (bottom-up & top-down)
• Demonstrated success owning tooling roadmaps and partnering with Product/Engineering on system integrations and releases
• Exceptional project management chops; comfortable juggling multiple workstreams, dependencies, and stakeholder groups
• Executive-level written and visual communication skills serving cross-functional teams and senior leadership
• Strong retailer empathy and an ability to understand what matters most to our retail partners’ business
• Inspirational team leader with experience building a culture of engagement, enthusiasm, and high performance

Desirable

• At Instacart, our retail strategy is centered around being a highly trusted technology enablement partner for our retailers
• We are hiring a Director of Sales Operations to lead a team of professionals to drive world-class sales operations for our retail business
• Own the end-to-end retail sales engine by designing, documenting, and continuously improving every critical motion—from lead routing and quota setting to downstream integrations with accounting, legal, and other cross-functional partners —so that our retail teams spend more time with partners and less time fighting process
• Serve as the connective tissue between go-to-market teams and sales tooling teams. Acting as the lead retail business stakeholder for Salesforce and adjacent tools, you’ll build a deep understanding of the nuances of our retail business and translate field feedback into crisp user stories, prioritize the roadmap, and ensure we ship high-impact enhancements on schedule. You will guide the evolution of our Salesforce tooling, the implementation of a new CPQ solution, and the integration of AI-driven tools to meet the unique needs of the Retail organization
• Drive forecast accuracy and data integrity. You’ll own the single source of truth for pipeline, account segmentation, configuration details, and retention metrics—establishing rigorous governance over Salesforce hygiene, stage definitions, and reporting cadences
• Scale what works, sunset what doesn’t. Through disciplined process mapping and experimentation, you’ll identify bottlenecks, prototype solutions, run experiments, and institutionalize best practices across global teams
• Lead, coach, and develop a high-performance Sales Ops team. You’ll build career paths, set clear OKRs, and foster a culture of curiosity, data-driven decision-making, and psychological safety