Sales Development Representative II, Emerging

Instacart

Sales Development Representative II focused on outbound sales and emerging-market strategies for Instacart's Business division. Building pipelines and partnerships for growth in untapped market segments.

Posted 6/9/2026full-timeRemote • 🇨🇦 CanadaJuniorMid-Level💰 CA$31 - CA$32 per hourWebsite

About the role

Key responsibilities & impact

A healthy, self-sourced pipeline of emerging-market logos — built from consistent 40–60 daily outbound touches and 3x+ pipeline coverage — that directly fuels Instacart Business’s new logo growth.
Net-new closed-won revenue in the emerging segment, from first touch through signed deal, with a track record of meeting or exceeding monthly and quarterly quota.
Repeatable, tested playbooks for prospecting and closing in the emerging segment — including refined ICPs, A/B-tested sequences, and conversion benchmarks that the broader team can build on.
Meaningful cross-functional partnerships with Product, Engineering, Marketing, and Operations — bringing the voice of your customers into roadmap conversations, pilots, and packaging decisions.
A reputation as the go-to for emerging-market deal expertise: someone who can run tailored demos, build ROI narratives for multiple personas, and navigate buying committees with confidence.

Requirements

What you’ll need

2+ years of B2B sales experience in SDR, BDR, or AE roles, with a focus on outbound prospecting and new logo acquisition.
1+ year owning a full sales cycle for SMB or emerging-market accounts, including discovery, demo, negotiation, and close.
Documented track record of meeting or exceeding quota (pipeline generation and/or closed-won attainment) in recent roles.
Proficiency with Salesforce CRM and at least one sequencing tool (e.g., Outreach or Salesloft), plus LinkedIn Sales Navigator or similar data enrichment tools.
Strong written and verbal communication skills with the ability to tailor messaging to multiple personas (e.g., Operations, Facilities, HR/Workplace, Procurement).
Ability to work West Coast hours; candidates based in the United States or Canada.
Bachelor’s degree or equivalent practical experience.

Benefits

Comp & perks

Competitive salary
Flexible work arrangements
New hire equity grant
Annual refresh grants
Professional development opportunities

ATS Keywords

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Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools

B2B salesoutbound prospectingnew logo acquisitionfull sales cyclediscoverydemonegotiationquota attainmentpipeline generation

Soft Skills

strong written communicationstrong verbal communicationtailored messagingcross-functional collaborationcustomer advocacy

Certifications

Bachelor’s degree