Why this role is on the menu

Instacart’s enterprise business is at an inflection point. Retailers and CPG brands are navigating a rapidly shifting grocery landscape—and the demand for Instacart’s ecommerce, fulfillment, in-store, retail media, AI and data solutions has never been greater. We’re hiring a Director of B2B Enterprise Product Marketing to be the strategic engine behind how we bring this platform to market. This role sits at the intersection of product, commercial, and marketing, and the person who fills it will have a direct line of sight to how Instacart powers the future of grocery.

 

What you’ll cook up in your first year

• A unified go-to-market strategy for the enterprise platform that is adopted by Product, BD, and Customer Success as the definitive playbook—giving each team clear positioning, messaging, and campaign tools to win deals and grow adoption.
• A differentiated market presence for Instacart’s enterprise solutions, built through compelling thought leadership narratives, multi-channel campaigns, and industry authority that make Instacart the go-to name for grocery retailers evaluating ecommerce and fulfillment partners.
• A high-performing, respected product marketing team—four direct reports who are well-integrated into the commercial organization, operating with clarity on priorities, and recognized as indispensable contributors to Instacart’s B2B success.
• A sales pipeline meaningfully moved by marketing, with awareness and lead-gen campaigns across events, paid media, content, PR, webinars, and partnerships that are measurably converting interest into conversations.
• A global market entry foundation, with regional strategies developed and tested that support Instacart Enterprise’s expansion beyond existing markets.

The secret ingredients we’re looking for

You are a builder and a storyteller—someone who can translate complex enterprise technology into messaging that resonates with grocery executives, while also rolling up your sleeves to get campaigns out the door. You thrive in ambiguity, love working cross-functionally, and bring a bias toward outcomes over activity.

Must-have pantry staples (Minimum Qualifications)

• 10+ years of B2B marketing experience at a SaaS company, with demonstrated ownership of product marketing across multiple product lines
• People management experience, with a track record of growing and developing marketing teams
• Proven ability to build and execute full-scale, multi-channel B2B campaigns that drive both awareness and qualified lead generation
• Strong written and verbal communication skills—able to distill complex technical topics into clear, compelling narratives for senior audiences including C-suite
• Experience developing effective positioning, messaging frameworks, and thought leadership strategies that translate into sales enablement materials
• Ability to manage multiple high-stakes projects simultaneously, prioritize effectively, and influence cross-functional stakeholders without direct authority
• Comfortable operating independently and collaboratively in a fast-paced, high-growth environment with shifting priorities
• High proficiency with Google Slides and comfort with basic marketing analytics

Optional garnishes (Preferred Qualifications)

• Experience marketing to retailers or grocery audiences, with an understanding of their unique business challenges and buying cycles
• Familiarity marketing to a range of company sizes, from large enterprises to SMBs
• Background in a high-growth startup or scale-up environment
• Technical proficiency that enables effective partnership with product and engineering teams

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