Overview

Instacart's Enterprise Solutions Architecture & Engineering team collaborates closely with leading retailers to develop and implement a wide range of tailored solutions. With expertise in cloud architecture, solution design, and domain-specific systems, the team navigates complexities in loyalty programs, payments, and eCommerce platforms. The team's work spans from straightforward integrations to highly complex, customized systems that drive retail innovation. Specialists in our team are adept at designing and delivering scalable solutions that meet the diverse needs of the retail sector. Their deep understanding of both technology and business ensures that each solution enhances the retailer's competitive edge.

A Solutions Architect at Instacart plays a crucial role in owning the technical design and solutioning responsibilities for our enterprise Retailer partners. This role works directly with partners to onboard them onto our platform, integrate with our suite of APIs, and ensure that our solutions meet their specific needs. The role involves high-level client interactions, managing technical and business requirements, and collaborating with internal teams to deliver exceptional solutions.

About the Job

• Lead the design and execution of comprehensive solutions, addressing both system and business needs. Develop solution proposals, drive execution, and ensure successful project launches.
• Build and maintain strong relationships with technical and business stakeholders at Enterprise Retailer partners. Understand their requirements, constraints, and integration needs.
• Work closely with Product, Engineering, and Business Development teams at Instacart to ensure alignment and drive successful project outcomes.
• Serve as a subject matter expert on Instacart's platform and external-facing APIs. Provide deep technical insights and guidance to partners and internal teams.
• Develop tools, processes, and documentation to scale partnerships and enhance solution delivery. Continuously seek ways to improve efficiency and effectiveness.
• Address complex business challenges and technical issues, balancing client needs with technical constraints. Make trade-offs as necessary and raise risks proactively.

About You

Minimum Qualifications

• Bachelor's degree in Computer Science, Computer Engineering, or a related field.
• 1-3 years of experience as a Software Engineer or Architect, with a strong background in solving complex business challenges. Experience in a client-facing or consulting role is highly desirable.
• Proficiency in code/scripting/automation (e.g., SQL), and a solid understanding of e-commerce solutions, integration, and API connections.
• Exceptional ability to convey technical concepts to non-technical audiences. Experience interacting with stakeholders at all levels, including Directors and above.
• Demonstrated comfort and competence in managing client expectations, handling technical demands, and delivering under tight deadlines.
• Strong sense of ownership and ability to navigate complex scenarios, balancing technical and business needs.

Preferred Qualifications

• Recent hands-on experience in system design or engineering.
• Experience in external-facing or client-facing roles involving technical discussions and product presentations.
• Experience leading technical initiatives, guiding projects, and aligning teams.
• Understanding of retail systems.

#LI-Remote

Overview

Instacart's Enterprise Solutions team partners with North America's largest grocery and retail chains to power their digital commerce through StorefrontPro, FulfillmentPro, CarrotAds, and adjacent software products. We're seeking a Senior Director, Enterprise Delivery and Growth to serve as the leader for this software portfolio — accountable for the full retailer experience from first implementation through ongoing growth and renewal.

In this highly visible, impact-driven role, you will lead three Director-led organizations — Retailer Delivery (implementations), Enterprise Architecture & Engineering (solutions architecture, technical account management, and forward-deployed engineering), and Retailer Success (post-live growth and expansion) — and own the outcomes that matter: time-to-live, implementation quality and CSAT, adoption velocity, net revenue retention (NRR), and expansion GTV. You'll partner closely with Business Development, Product, Engineering, Data Science, and support teams to align roadmaps, operating models, and tooling that reduce complexity and scale outcomes without linear headcount growth.

This is a roll-up-your-sleeves leadership opportunity for someone who thrives in a fast-paced, BD-led commercial environment, brings executive presence with enterprise retailers, and can set high standards while empowering senior leaders. The role is remote across the United States and Canada, with a preference for proximity to Toronto for key cross-functional collaboration.

About the Job

• Act as the leader for StorefrontPro, Enterprise API (Fulfillment and Ads), and FoodStorm, owning the software portfolio's business outcomes end to end — including NRR, expansion GTV, gross revenue retention, time-to-live, implementation quality, and post-live adoption velocity.
• Lead and set the strategic agenda for three Director-led teams — Retailer Delivery, Enterprise Architecture & Engineering, and Retailer Success — evolving post-sale engagement from feature enablement toward consultative business advisory that drives retailer ecommerce P&L results.
• Build a senior consultative CS capability by hiring and sponsoring Principal Growth Strategists who engage retailer executives on strategy, merchandising, and operations — not just platform configuration — and who can influence roadmap adoption.
• Define and operationalize the joint BD-CS operating model for enterprise accounts, setting soft standards and shared expectations that preserve BD's commercial leadership while ensuring consistent, high-quality execution and escalations.
• Set the strategic standard for enterprise implementations and own time-to-live as a business lever; champion tooling, automation, and platform investments with Product and Engineering that improve launch speed, activation, and quality at scale.
• Design the implementation-to-success motion as an intentionally managed lifecycle (not a document handoff), ensuring launches transition seamlessly into early-lifecycle growth with clear ownership and accountability.
• Lead the Enterprise Architecture & Engineering organization — encompassing solutions architecture, technical account management (TAM), and forward-deployed engineering — to drive technical delivery excellence, ecosystem and API adoption, integration quality, and platform reliability across the retailer portfolio.
• Represent the portfolio narrative to executive leadership — integrating delivery performance, post-live growth, pipeline risk, and outlook — while maintaining executive presence with retailer counterparts during high-stakes moments.

About You

Minimum Qualifications

• 12+ years of enterprise software leadership spanning post-sale functions at a B2B SaaS or enterprise technology company.
• Direct, accountable leadership of a professional services, implementation, or delivery organization, with demonstrated understanding of org design, quality drivers, and scale failure modes.
• Direct, accountable leadership of a customer success or account management organization responsible for post-live growth, NRR, and expansion.
• Ownership of a combined post-sale P&L with $200M+ ARR, accountable across the full customer lifecycle (implementation through renewal/expansion).
• 5+ years managing Director-level leaders across distinct functional disciplines, with a track record of setting standards and holding senior leaders accountable without micromanagement.
• Proven success operating in a BD/Sales-led commercial environment and establishing shared norms across BD, Delivery, and CS without imposing rigid process.
• Experience leading or directly managing a solutions architecture, technical account management, or professional services engineering function, with an understanding of how technical delivery teams complement commercial account teams on shared enterprise accounts.
• Demonstrated ability to integrate technical and commercial organizations under a unified operating model — including solutions architecture, technical account management, and engineering functions alongside commercial success teams — while preserving functional depth and career paths within each discipline.
• Deep familiarity with enterprise retail, grocery, or adjacent complex B2B domains, including how large retailers evaluate, implement, and scale technology solutions.

Preferred Qualifications

• Track record of improving time-to-live and implementation quality at scale, with measurable gains in launch speed, activation rates, or delivery consistency.
• Experience transforming CS from reactive enablement to proactive business advisory, including talent strategy, operating model, and tooling changes.
• Hands-on design of implementation-to-success motions where delivery and success run in parallel on the same accounts.
• Experience running commercial success and technical account management as distinct disciplines within the same organization, with clear role boundaries, shared account ownership models, and escalation protocols.
• Track record of building or scaling a TAM or technical success function — including defining the role boundary between TAM, solutions architecture, and support — with clear career ladders that attract and retain technical talent.
• Background operating across multiple software business lines with distinct GTM and delivery motions and establishing cross-portfolio coordination standards.
• Familiarity with tiered CS models (high-touch for strategic accounts and scaled/digital for the long tail) and when to apply each.
• Experience applying AI to augment CS, TAM, and delivery workflows to scale coverage and quality without linear headcount growth.
• Background in or strong exposure to grocery, retail technology, ecommerce platforms, or supply chain software.

#LI-Remote

Overview

Instacart's Enterprise Solutions team partners with North America's largest grocery and retail chains to power their digital commerce through StorefrontPro, FulfillmentPro, CarrotAds, and adjacent software products. We're seeking a Senior Director, Enterprise Delivery and Growth to serve as the leader for this software portfolio — accountable for the full retailer experience from first implementation through ongoing growth and renewal.

In this highly visible, impact-driven role, you will lead three Director-led organizations — Retailer Delivery (implementations), Enterprise Architecture & Engineering (solutions architecture, technical account management, and forward-deployed engineering), and Retailer Success (post-live growth and expansion) — and own the outcomes that matter: time-to-live, implementation quality and CSAT, adoption velocity, net revenue retention (NRR), and expansion GTV. You'll partner closely with Business Development, Product, Engineering, Data Science, and support teams to align roadmaps, operating models, and tooling that reduce complexity and scale outcomes without linear headcount growth.

This is a roll-up-your-sleeves leadership opportunity for someone who thrives in a fast-paced, BD-led commercial environment, brings executive presence with enterprise retailers, and can set high standards while empowering senior leaders. The role is remote across the United States and Canada, with a preference for proximity to Toronto for key cross-functional collaboration.

About the Job

• Act as the leader for StorefrontPro, Enterprise API (Fulfillment and Ads), and FoodStorm, owning the software portfolio's business outcomes end to end — including NRR, expansion GTV, gross revenue retention, time-to-live, implementation quality, and post-live adoption velocity.
• Lead and set the strategic agenda for three Director-led teams — Retailer Delivery, Enterprise Architecture & Engineering, and Retailer Success — evolving post-sale engagement from feature enablement toward consultative business advisory that drives retailer ecommerce P&L results.
• Build a senior consultative CS capability by hiring and sponsoring Principal Growth Strategists who engage retailer executives on strategy, merchandising, and operations — not just platform configuration — and who can influence roadmap adoption.
• Define and operationalize the joint BD-CS operating model for enterprise accounts, setting soft standards and shared expectations that preserve BD's commercial leadership while ensuring consistent, high-quality execution and escalations.
• Set the strategic standard for enterprise implementations and own time-to-live as a business lever; champion tooling, automation, and platform investments with Product and Engineering that improve launch speed, activation, and quality at scale.
• Design the implementation-to-success motion as an intentionally managed lifecycle (not a document handoff), ensuring launches transition seamlessly into early-lifecycle growth with clear ownership and accountability.
• Lead the Enterprise Architecture & Engineering organization — encompassing solutions architecture, technical account management (TAM), and forward-deployed engineering — to drive technical delivery excellence, ecosystem and API adoption, integration quality, and platform reliability across the retailer portfolio.
• Represent the portfolio narrative to executive leadership — integrating delivery performance, post-live growth, pipeline risk, and outlook — while maintaining executive presence with retailer counterparts during high-stakes moments.

About You

Minimum Qualifications

• 12+ years of enterprise software leadership spanning post-sale functions at a B2B SaaS or enterprise technology company.
• Direct, accountable leadership of a professional services, implementation, or delivery organization, with demonstrated understanding of org design, quality drivers, and scale failure modes.
• Direct, accountable leadership of a customer success or account management organization responsible for post-live growth, NRR, and expansion.
• Ownership of a combined post-sale P&L with $200M+ ARR, accountable across the full customer lifecycle (implementation through renewal/expansion).
• 5+ years managing Director-level leaders across distinct functional disciplines, with a track record of setting standards and holding senior leaders accountable without micromanagement.
• Proven success operating in a BD/Sales-led commercial environment and establishing shared norms across BD, Delivery, and CS without imposing rigid process.
• Experience leading or directly managing a solutions architecture, technical account management, or professional services engineering function, with an understanding of how technical delivery teams complement commercial account teams on shared enterprise accounts.
• Demonstrated ability to integrate technical and commercial organizations under a unified operating model — including solutions architecture, technical account management, and engineering functions alongside commercial success teams — while preserving functional depth and career paths within each discipline.
• Deep familiarity with enterprise retail, grocery, or adjacent complex B2B domains, including how large retailers evaluate, implement, and scale technology solutions.

Preferred Qualifications

• Track record of improving time-to-live and implementation quality at scale, with measurable gains in launch speed, activation rates, or delivery consistency.
• Experience transforming CS from reactive enablement to proactive business advisory, including talent strategy, operating model, and tooling changes.
• Hands-on design of implementation-to-success motions where delivery and success run in parallel on the same accounts.
• Experience running commercial success and technical account management as distinct disciplines within the same organization, with clear role boundaries, shared account ownership models, and escalation protocols.
• Track record of building or scaling a TAM or technical success function — including defining the role boundary between TAM, solutions architecture, and support — with clear career ladders that attract and retain technical talent.
• Background operating across multiple software business lines with distinct GTM and delivery motions and establishing cross-portfolio coordination standards.
• Familiarity with tiered CS models (high-touch for strategic accounts and scaled/digital for the long tail) and when to apply each.
• Experience applying AI to augment CS, TAM, and delivery workflows to scale coverage and quality without linear headcount growth.
• Background in or strong exposure to grocery, retail technology, ecommerce platforms, or supply chain software.

#LI-Remote

Overview

The Enterprise AI Pod is a forward-deployed, field-first unit within Instacart's Enterprise Solutions team — purpose-built to take the Instacart Intelligence Platform to market with B2B retail and CPG partners. As an AI Field Consultant, you bring the deep vertical expertise in grocery retail and CPG that makes the pod credible in the field — earning trust at every level of a partner organization, from analyst to executive, and translating what you hear into AI use cases R&D can build and partners will actually adopt. This is a small, senior, cross-functional pod operating at the intersection of discovery, co-creation, and change management — early, defining the playbook as we go, and looking for people who are energized by that.

About the Job 

• Be the domain credibility of the pod. You know grocery retail and CPG — merchandising, supply chain, store ops, trade, e-commerce — well enough to walk into any room at any level and earn it immediately. As the pod scales, you'll deepen into a vertical and become Instacart's sharpest expert in that space.
• Get to the real problem. Embed with partner teams to identify where agentic AI will actually move the business — not just what's technically possible, but what will change how operators work day to day. Translate those problems into AI-solvable use cases the pod can build against.
• Lead discovery and requirements. Run structured workshops at partner sites, surface and prioritize the use case map, and turn field learnings into clear inputs for the pod and R&D. You're the bridge between what partners need and what gets built.
• Show, don't just tell. Lead hands-on demos and platform walkthroughs tailored to the partner's specific workflows — making abstract AI capability concrete and compelling in the room. The ability to demonstrate the art of the possible is as important as the ability to articulate it.
• Own adoption. Drive the change management that makes deployments stick — new operating cadences, workflow redesigns, user training. Success is measured by whether team behavior changes, not whether software ships.
• This is a field-first role. Travel is a core part of the job — expect to be on-site at partner locations regularly, potentially 50%+ of the time. If you do your best work embedded with a team rather than behind a desk, you'll thrive here.

About You

Minimum Qualifications

• 10+ years of layered experience — vertical industry expertise inside grocery retail or CPG, B2B consulting experience translating domain knowledge into business solutions, and ideally time at a technology or AI company where you've seen how platforms are built and sold.
• Deep domain fluency across at least one grocery vertical — merchandising, supply chain, store ops, ecommerce, trade marketing, or CPG — sufficient to earn the trust of a category manager, VP of supply chain, or CPG trade lead from the first conversation.
• Demonstrated ability to run consultative discovery with senior enterprise stakeholders and translate findings into clear, structured requirements.
• Experience leading organizational change management — training, workflow redesign, and embedding new operating cadences with business teams.
• Exceptional communication and executive presence — comfortable presenting to C-suite and operational audiences alike, with comfort operating in ambiguous, greenfield environments.
• Proficiency in BI and analytics tools (Tableau, Looker, Power BI) and workshop facilitation tools (Miro, Lucidspark) — you need to know what you're displacing or augmenting and how to map what replaces it.
• Bachelor's degree in Business, Engineering, Operations, or related field, or equivalent practical experience.
• Willingness to travel ~50% within North America.

Preferred Qualifications

• Familiarity with AI and ML concepts — including LLMs and agentic systems — sufficient to connect platform capabilities with partner workflow needs. Partners will reference these, and you need to be conversant enough to contextualize where Instacart's platform fits.
• Exposure to agentic AI systems, RAG pipelines, or LLM-based product development.
• Experience working within systems partners actually run: Snowflake (dominant in grocery/CPG analytics), ERP platforms (SAP, Oracle), TPM/TPO tools, and POS systems.
• Track record contributing to product and engineering roadmap conversations via structured voice-of-customer feedback.
• Strength using data and storytelling to influence decisions and secure investment in operational improvements.
• Prior work in a forward-deployed, embedded, or startup environment.

#LI-Remote

Overview

The Enterprise AI Pod is a forward-deployed, field-first unit within Instacart's Enterprise Solutions team — purpose-built to take the Instacart Intelligence Platform to market with B2B retail and CPG partners. As an AI Field Consultant, you bring the deep vertical expertise in grocery retail and CPG that makes the pod credible in the field — earning trust at every level of a partner organization, from analyst to executive, and translating what you hear into AI use cases R&D can build and partners will actually adopt. This is a small, senior, cross-functional pod operating at the intersection of discovery, co-creation, and change management — early, defining the playbook as we go, and looking for people who are energized by that.

About the Job 

• Be the domain credibility of the pod. You know grocery retail and CPG — merchandising, supply chain, store ops, trade, e-commerce — well enough to walk into any room at any level and earn it immediately. As the pod scales, you'll deepen into a vertical and become Instacart's sharpest expert in that space.
• Get to the real problem. Embed with partner teams to identify where agentic AI will actually move the business — not just what's technically possible, but what will change how operators work day to day. Translate those problems into AI-solvable use cases the pod can build against.
• Lead discovery and requirements. Run structured workshops at partner sites, surface and prioritize the use case map, and turn field learnings into clear inputs for the pod and R&D. You're the bridge between what partners need and what gets built.
• Show, don't just tell. Lead hands-on demos and platform walkthroughs tailored to the partner's specific workflows — making abstract AI capability concrete and compelling in the room. The ability to demonstrate the art of the possible is as important as the ability to articulate it.
• Own adoption. Drive the change management that makes deployments stick — new operating cadences, workflow redesigns, user training. Success is measured by whether team behavior changes, not whether software ships.
• This is a field-first role. Travel is a core part of the job — expect to be on-site at partner locations regularly, potentially 50%+ of the time. If you do your best work embedded with a team rather than behind a desk, you'll thrive here.

About You

Minimum Qualifications

• 10+ years of layered experience — vertical industry expertise inside grocery retail or CPG, B2B consulting experience translating domain knowledge into business solutions, and ideally time at a technology or AI company where you've seen how platforms are built and sold.
• Deep domain fluency across at least one grocery vertical — merchandising, supply chain, store ops, ecommerce, trade marketing, or CPG — sufficient to earn the trust of a category manager, VP of supply chain, or CPG trade lead from the first conversation.
• Demonstrated ability to run consultative discovery with senior enterprise stakeholders and translate findings into clear, structured requirements.
• Experience leading organizational change management — training, workflow redesign, and embedding new operating cadences with business teams.
• Exceptional communication and executive presence — comfortable presenting to C-suite and operational audiences alike, with comfort operating in ambiguous, greenfield environments.
• Proficiency in BI and analytics tools (Tableau, Looker, Power BI) and workshop facilitation tools (Miro, Lucidspark) — you need to know what you're displacing or augmenting and how to map what replaces it.
• Bachelor's degree in Business, Engineering, Operations, or related field, or equivalent practical experience.
• Willingness to travel ~50% within North America.

Preferred Qualifications

• Familiarity with AI and ML concepts — including LLMs and agentic systems — sufficient to connect platform capabilities with partner workflow needs. Partners will reference these, and you need to be conversant enough to contextualize where Instacart's platform fits.
• Exposure to agentic AI systems, RAG pipelines, or LLM-based product development.
• Experience working within systems partners actually run: Snowflake (dominant in grocery/CPG analytics), ERP platforms (SAP, Oracle), TPM/TPO tools, and POS systems.
• Track record contributing to product and engineering roadmap conversations via structured voice-of-customer feedback.
• Strength using data and storytelling to influence decisions and secure investment in operational improvements.
• Prior work in a forward-deployed, embedded, or startup environment.

#LI-Remote