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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.
Overview
Instacart’s Strategic Partnerships team drives growth, accelerates strategic priorities, and unlocks new opportunities through high-impact partnerships across the technology ecosystem. We are hiring a Senior Manager, Product and Technology Partnerships to lead first-of-a-kind, product-led alliances that power our Enterprise business—including Retailer Storefronts, Fulfillment products, and in-store technologies.
In this highly visible role, you will design and execute partnership strategies, negotiate complex agreements, and own senior executive relationships across categories such as POS, loyalty, and e-commerce. You will work closely with Initiative leads (GMs), Product, Engineering, Finance, Legal, Solutions Architects, and Enterprise Leadership to bring partnerships from idea to launch and scale.
You’ll join an experienced, results-driven team that values strategic thinking, creativity, and data-informed decision-making. If you thrive in fast-paced, ambiguous environments, love building from 0-to-1, and enjoy collaborating cross-functionally to deliver measurable impact, this role offers a unique opportunity to shape Instacart’s next chapter. This role is based in Toronto, Canada, with flexibility across Canada in line with our Flex First approach.
About the Job
- Lead Instacart’s B2B technology partnerships for Enterprise across Retailer Storefronts, Fulfillment products, and in-store technologies, from strategy through launch and ongoing growth.
- Identify, evaluate, and secure first-of-a-kind partnerships with key industry players; create and iterate the playbook for new partnership models and go-to-market motions.
- Develop and communicate clear partnership strategies and business cases that align with product roadmaps and company objectives, collaborating closely with Product and Engineering leads.
- Own a portfolio of partners end to end—sourcing, structuring, negotiating, signing, launching, and managing—while maintaining senior executive-level relationships.
- Run recurring business reviews with partners to track performance, surface insights, and drive delivery of high-impact results for both Instacart and our partners.
About You
Minimum Qualifications
- 12+ years of experience in business development or partnerships within technology or closely related industries, with end-to-end ownership of complex, multi-stakeholder deals from sourcing through launch.
- Proven success negotiating enterprise technology agreements (e.g., MSAs, SOWs, data/privacy addenda, commercial terms) in close partnership with Legal.
- Direct experience building and executing product and technology partnerships with enterprise platforms in POS, loyalty, e-commerce, or adjacent ecosystems.
- Advanced analytical skills, including financial modeling and business case development to evaluate and optimize partnership impact.
- Bachelor’s degree in Business, Engineering, Computer Science, or a related field, or equivalent practical experience.
Preferred Qualifications
- Experience with both software and hardware partnerships across the retail or in-store technology stack.
- Industry experience in retail, grocery, or related enterprise technology domains.
- Experience leading or mentoring a lean team and influencing cross-functional stakeholders at the senior executive level.
- MBA or equivalent advanced degree.
- Thrives in fast-paced, ambiguous environments; highly curious, resourceful, and comfortable charting a course with limited precedent.
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. Currently, we are only hiring in the following provinces: Ontario, Alberta, British Columbia, and Nova Scotia.
Offers may vary based on many factors, such as candidate experience and skills required for the role. 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 Canadian based candidates, the base pay ranges for a successful candidate are listed below.
United States
AU, CA + 8 more