Senior Account Manager, Retail Media

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. Why this role is on the menu Instacart’s retail media platform, Carrot Ads, is scaling fast — and the strategic retail partners who power it need more than a point of contact. They need a trusted advisor who knows their business, knows ours, and can translate that into advertising performance that grows over time. Without this role, we risk leaving adoption on the table, missing signals from partners who could shape our product roadmap, and letting high-potential relationships stagnate. We’re hiring a Senior Account Manager to own a portfolio of enterprise retail partners end-to-end — from onboarding through growth — and make Carrot Ads an indispensable part of how they compete. This role sits at the center of Instacart’s retail media expansion, with a direct line of sight to partner revenue, product adoption, and the future of how we go to market. What you’ll cook up in your first year • A portfolio of strategic enterprise retail partners is measurably healthier — adoption is up, revenue is growing, and partners are pointing to Carrot Ads as a competitive advantage. • New retail partners are onboarded smoothly and confidently — trained on campaign tooling, demand sourcing, reporting, and invoicing — so they hit the ground running and don’t stall out early. • Partners are adopting expanded placements and new product capabilities because you’ve made the incremental revenue case clearly — and Product teams have better data to work with because of the feedback loops you’ve built. • The account management practice is sharper than when you arrived — playbooks are tighter, QBR formats are more compelling, and the team has better tools for tracking partner KPIs and scaling what works. • Cross-functional partners — from Business Development to Finance to Ads Quality — know who to call when something involves the retail partner book, because you’ve become the connective tissue across teams. The secret ingredients we’re looking for Must-have pantry staples (Minimum Qualifications) • 5+ years in Account Management or a related field, with experience in ad tech, publishers, or retail media. • Proven experience supporting enterprise solutions in the advertising space, including managing complex partner relationships end-to-end. • Strong technical acumen — able to understand and explain complex product capabilities to partners who may not be technical. • Proficient in data analysis with the ability to derive actionable insights and make strategic recommendations from partner KPI data. • Comfortable navigating billing, invoicing, and revenue reconciliation workflows in partnership with Finance. • Outstanding communication skills, with the ability to distill complex concepts for varied audiences — from technical teams to executive stakeholders. • Proven project and program management skills, with the ability to juggle multiple partner relationships and internal workstreams simultaneously. • Experienced in cross-functional collaboration and executive-level presentations. Optional garnishes (Preferred Qualifications) • Specific industry experience in advertising, grocery, and/or e-commerce. • Proven track record of building growth narratives and revenue-driving strategies for enterprise retail partners. • Experience in collaborative management of enterprise accounts alongside sales teams in a partner-facing environment. #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. This role also includes a Sales Incentive Plan. The cash variable incentive target is based on individual sales performance. Payout terms will be based on the Sales incentive Plan for this role. OTE range for this role is listed below and is based on salary and fixed paymix for the role. Sales incentive pay is contingent on performance and paid in accordance with the terms of the applicable Sales Incentive Plan 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. WA $138,000—$145,500 USD OR, DE, ME, MA, MD, NH, RI, VT, DC, PA, VA, CO, TX, IL, HI $132,000—$139,500 USD All other states $120,000—$126,500 USD CA, NY, CT, NJ $144,000—$152,000 USD OTE Range $163,000—$206,500 USD