Role Description Join us in shaping the future of grocery. As a Senior Manager, Strategy & Planning for Fulfillment Pro, you'll drive the commercial strategy behind Instacart's end-to-end retailer fulfillment suite — the platform that powers both white-label and API partners around the world. In this role you'll focus on our API partner motion across domestic and international markets, partnering with Sales, Product, Legal, Finance, and Partnerships to convert pipeline into closed business and to build the capabilities required to win the deals in front of us. You will be part of the Market Strategy and Planning (MS&P) team, a dynamic group focused on crafting strategic paths that uphold Instacart's commitment to excellence and innovation. MS&P sits at the intersection of Product, Sales, Partnerships, Legal, and Finance — translating market signal and deal-level reality into the decisions and motions that move the business forward. In this role, you will be the senior strategy partner for the Fulfillment Pro API motion, owning the most important commercial and product questions on the team's docket. About the Job - Partner with Sales and Business Development to support the Fulfillment Pro API pipeline across domestic and international markets — including opportunity qualification, deal strategy, pipeline reporting, and forecasting. - Identify the product capabilities required to win priority deals and partner with Product and Engineering to scope, prioritize, and sequence them on the roadmap. - Work with Legal and Finance to shape rate cards, commercial constructs, and contracting frameworks that scale to international markets and varied partner profiles. - Partner with the Partnerships team to evaluate, structure, and operationalize third-party integrations that extend the Fulfillment Pro value proposition for API partners. - Serve as the senior strategy partner for the Fulfillment Pro API motion — bringing rigorous market, competitive, and deal-level insight to product investment and commercial decisions. - Build and operate the cross-functional cadences (deal reviews, capability prioritization, contract escalations, integration governance) that keep Sales, Product, Legal, Finance, and Partnerships aligned on the same priorities. - Synthesize and frame data to drive decisions, working fluidly across G Suite, SQL, dashboards (e.g., Looker, Tableau, Mode), and CRM/business-process tooling. - Represent Instacart externally when needed — with API partners, technology partners, and at industry forums — translating product capability into business value. - Lead complex, cross-functional initiatives end-to-end, from problem definition through senior stakeholder alignment and operational rollout. - Exemplify cross-functional collaboration to problem solving, reflecting our value of "Go Far Together." - Operate with ownership and objectivity in ambiguous, fast-moving situations, and craft long-term solutions where everyone benefits — embodying our value to "Grow the Pie." Qualifications - 8–10+ years of progressive experience in commercial strategy, GTM strategy, deal strategy, strategy & operations, partnerships, or management consulting — with at least part of that experience in B2B SaaS, enterprise platforms, or retail technology. - Bachelor's degree in Business, Economics, Engineering, or a related field. - Demonstrated experience supporting enterprise pipeline and complex deals end-to-end — from qualification through commercial structuring and close. - Strong commercial instincts and comfort working with Legal and Finance on rate cards, contracting frameworks, and pricing constructs. - Experience working with Product and Engineering to translate deal-driven requirements into prioritized roadmap commitments. - Familiarity with API-based platform products and the dynamics of integrating with third-party partners. - Excellent ability to synthesize and frame data — turning messy inputs into a clear narrative and a recommended action. - Proficient with G Suite, SQL, dashboarding tools (Looker, Tableau, Mode, or equivalent), CRM (e.g., Salesforce), and standard business-process tooling. - Excellent communication skills, comfortable with senior cross-functional partners internally and with partners externally when needed. - Experience operating across Product, Sales, Partnerships, Legal, and Finance to identify and prioritize opportunities. - Thrives in ambiguity, sets direction for self and others, and executes with limited oversight. - Detail-oriented with a proactive approach to problem-solving. Preferred Qualifications - Direct experience with API-based platform or developer-facing products. - Experience taking commercial products to international markets, including navigating local pricing, contracting, and partnership norms. - Background in fulfillment, logistics, last-mile, supply chain, or retail operations — either at a platform/technology company or at a retailer/3PL. - Proven track record translating field/deal signal into product investment decisions. - Experience in a high-growth startup or scale-up environment. Benefits - Highly market-competitive compensation and benefits. - Remote work flexibility. - New hire equity grant as well as annual refresh grants.

• Responsible and accountable for the day-to-day base operations which includes ensuring all bases are in service, operating safely and providing positive customer experience. • Provide consistent leadership focused on building an optimal and engaged culture at the local base level that exemplifies our core values and mission. • Communicates regularly with base staff to reinforce efficient base operations, job responsibilities and performance expectations. • Drive Key Performance Indicators (KPIs) to maximize profit contribution. • Accountable for the management and control of the P&L across assigned bases including expense and payroll controls. • Accountable for scheduling of base staff to ensure 100% coverage of assigned bases to optimize in-service rates and minimize overtime.

• Embed deeply with Customer Success teams to understand strengths, gaps, and performance trends across CSMs, AMs, Implementation, and Solutions Architects, then translate those insights into targeted enablement plans. • Build and maintain onboarding programs for new hires across post-sales and technical functions, including live training, virtual curriculum, certifications, and reinforcement. • Design and deliver ongoing enablement focused on renewals, expansion, product knowledge, technical adoption, and customer outcomes. • Develop technical enablement curriculum that gives technical teams deep product understanding and the confidence to guide customers through implementation, adoption, and long-term success. • Partner cross-functionally with Product, Marketing, and leadership to enable teams on new product launches, evolving workflows, and strategic initiatives. • Create high-impact training sessions, playbooks, documentation, and certifications that help teams perform consistently and scale effectively. • Establish measurable outcomes for onboarding, training, and program effectiveness, and continuously improve enablement based on results.

• Gain deep understanding of our renewable energy storage industry, our products and technology, our processes, and our people. • Define and implement a logistics strategy for the company that aligns the needs of internal stakeholders with project and customer requirements and maximizes the efficient movement of products and materials • Oversee the warehousing, inventory flow, and inbound and outbound transportation activities across domestic and international shipments • Create and implement best practice logistics principles, policies, and processes across the organization to improve operational and financial performance. • Negotiate rates and contracts with transportation and logistics providers and recommend optimal transport modes, routes, and performance metrics • Influence the product design and packaging to ensure transportation costs are minimized. • Develop and maintain strong relationships with all connected with the logistics process. • Ensure compliance with transportation and trade requirements and maintain adherence to international trade regulations, tariffs, HTS classifications, and export requirements • Shape a culture of collaboration, innovation, constant improvement, excellence, transparency, open mindedness, humility, integrity, efficiency, joy, compassion, and fulfillment.