Full-Time
Senior Director
Enterprise Software and Growth
Instacart
10,001+ employees
Online grocery delivery marketplace with shoppers
Compensation Overview
$264k - $334.5k/yr
Company Historically Provides H1B Sponsorship
Remote in USA + 1 more
More locations: Remote in Canada
Remote
Preference for proximity to Toronto for cross-functional collaboration.
 Business & Strategy (2) |
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- 12+ years of enterprise software leadership spanning post-sale functions at a B2B Software as a Service 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.
- 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.
- 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.
Instacart operates an online grocery delivery platform across North America, allowing customers to order from local stores via website or app. Personal shoppers pick, pack, and deliver the items to customers’ doors or offer in-store pickup. Revenue comes from delivery fees, the Express membership, a service fee, and in-app advertising; it offers a catalog of about 1 billion products from 500+ retailers. The goal is to be the leading, reliable platform for same-day grocery delivery with broad reach and strong service standards.
Company Size
10,001+
Company Stage
IPO
Headquarters
San Francisco, California
Founded
2012
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Simplify's Take
What believers are saying
- Q2 2026 revenue reached $1.04 billion, up 14%, with $313 million Adjusted EBITDA.
- Advertising revenue grew 16% to $297 million, outpacing total revenue and GTV.
- Instacart began rolling out a North American AI shopping assistant in August 2026.
What critics are saying
- The FTC settlement demands $60 million refunds and bans deceptive fee disclosures.
- A prolonged merchant migration to first-party delivery would collapse Instacart's marketplace relevance.
- If advertising growth slows, Instacart loses its highest-margin engine and valuation support.
What makes Instacart unique
- Instacart's retailer-agnostic marketplace spans 2,200 banners and nearly 100,000 stores across North America.
- Caper smart trolleys launched at Morrisons Preston on July 28, 2026.
- Blueberry cuts incident triage using 10 parallel subagents and Slack-native workflows.
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Benefits
Go far together
Grow the pie
Roll up your sleeves
Put it all on the table
Serve generously
Growth & Insights and Company News
6 month growth
↑ 0%1 year growth
↑ 0%2 year growth
↑ 0%Instacart reported second quarter revenue of $1.04 billion, exceeding analyst expectations by 1.5% and marking 14.1% year-on-year growth. However, the company's GAAP earnings of $0.45 per share fell 16.6% short of consensus estimates. The online grocery delivery platform attributed its performance to accelerated customer additions and deeper engagement, driven by AI-powered personalisation features. Its advertising segment showed particular strength, benefiting from new AI-powered tools that improved campaign performance for consumer goods partners. Instacart's enterprise platform continued expanding internationally, with launches including Costco in France and Spain, and partnerships with Morrisons in the UK. The company acquired Arpalus to enhance its inventory intelligence through computer vision capabilities. CEO Chris Rogers expressed confidence in future growth, stating the company is "positioned very well for Q3, where we have guided to 14% growth at the midpoint." More retailers are eliminating price markups on Instacart's platform to attract value-conscious shoppers.
Instacart builds Blueberry, an ai-powered assistant to help on-call engineers investigate incidents. Follow InfoQ on. Instacart has introduced Blueberry, an AI-assisted incident response system designed to help on-call engineers investigate and troubleshoot production issues faster. The system uses multiple AI agents, operational data, and historical incident knowledge to provide engineers with additional context and root cause hypotheses during production incidents. The system was built to address a common challenge in large-scale operations: engineers often spend the early stages of an incident collecting context before they can begin diagnosis. This includes identifying service ownership, reviewing deployments, analyzing logs and metrics, searching documentation, and comparing symptoms against previous incidents. Instacart reported that Blueberry executed approximately 25,000 diagnostic passes in April across more than 270 Slack channels. The company attributed improvements in diagnostic accuracy to grounding the system with more than 14 years of incident history, which helped improve results from the mid-60% range to the high 90% range. Blueberry integrates with Slack-based incident workflows, allowing engineers to investigate issues without leaving existing collaboration channels. The system assists engineers by gathering information, generating hypotheses, and supporting debugging rather than automatically making production changes. Instacart CTO Anirban Kundu described Blueberry as part of the company's broader exploration of agentic AI systems. According to Kundu, when an alert is triggered, Blueberry launches approximately 10 subagents in parallel and generates a grounded root cause hypothesis directly in the Slack thread where engineers are working. The system typically provides this initial investigation output within about three minutes. Slack thread screenshot showing Blueberry's auto-triage (Source: Instacart Blog Post) The architecture combines AI reasoning with organization-specific operational knowledge. Instead of relying only on general-purpose language models, Blueberry connects agents with internal sources such as incident history, service ownership data, logs, deployments, and other debugging signals. Durable, tool-aware harness: production path plus side-mounted MCP catalog, persisted state, and reviewed-improvement loop (Source: Instacart Blog Post) A key design challenge for AI systems used in production operations is ensuring recommendations are grounded in reliable context. Blueberry uses a tool-aware approach where agents retrieve information from connected systems while maintaining investigation state. Engineers remain responsible for diagnosis, mitigation decisions, and remediation. Siby Alappatt, Vice President of Engineering at Instacart, said the system has improved on-call troubleshooting and mitigation Blueberry has proven to be a force multiplier in harnessing AI to help transform on-call and help InfoQ quickly troubleshoot and mitigate complex issues in production. The system also focuses on preserving operational knowledge created during incident response. By incorporating historical incidents and team-specific context, Blueberry helps make previous operational experience available during future investigations. Alan Wong, Director of Software Engineering at Instacart, highlighted that Blueberry changes the starting point for on-call engineers by providing relevant information before deeper analysis begins. Instead of starting from an empty investigation path, engineers can begin with collected context such as logs, deployments, and related system information. Instacart's experience with Blueberry highlights that effective AI systems for operations depend not only on model capability but also on the surrounding engineering framework, including operational context, specialized workflows, tool integrations, and feedback loops. The system processed approximately 25,000 diagnostic passes in one month, with a reported 99.9% workflow success rate, more than 58,000 MCP tool dispatches, and support for around 60 team profiles. Leela kumili. Leela is a Lead Software Engineer at Starbucks with deep expertise in building scalable, cloud-native systems and distributed platforms. She drives architecture, delivery, and operational excellence across the Rewards Platform, leading efforts to modernize systems, improve scalability, and enhance reliability. In addition to her technical leadership, Leela serves as an AI Champion for the organization, identifying opportunities to improve developer productivity and workflows using LLM-based tools and establishing best practices for AI adoption. She is passionate about building production-ready systems, enhancing developer experience, and mentoring engineers to grow in both technical and strategic impact. Her interests include platform engineering, distributed systems, developer productivity, and bridging technical solutions with business and product goals.
Instacart reported strong second quarter 2026 results, with gross transaction value (GTV) and total revenue both growing 14% year-over-year. The online grocery platform achieved GAAP net income of $111 million and Adjusted EBITDA of $313 million, up 19% year-over-year. The company processed 90.3 million orders in the quarter, a 9% increase. Total revenue reached $1,043 million, with advertising revenue growing 16% to $297 million. Operating cash flow surged 143% to $493 million. Instacart repurchased $325 million in shares during the quarter. For Q3 2026, the company forecasts GTV of $10,300–$10,550 million and Adjusted EBITDA of $320–$340 million, representing approximately 14% and 19% year-over-year growth at the midpoints respectively.
Maplebear Q2 earnings call highlights. August 6, 2026 Key points. * Strong second-quarter growth: Instacart's GTV and revenue both increased 14% year over year to $10.35 billion and $1.04 billion, respectively, while adjusted EBITDA rose 19% to $313 million. Advertising and other revenue grew faster, up 16% to $297 million. * Cash generation and shareholder returns improved: Free cash flow surged 156% to $480 million, and the company repurchased $325 million of shares during the quarter. Instacart ended the period with $1 billion in cash and nearly $1 billion remaining under its buyback authorization. * Growth initiatives remain central to the outlook: Instacart is expanding AI-powered shopping tools, inventory intelligence, retailer technology and international operations. For the third quarter, management expects GTV growth of 14% at the midpoint, adjusted EBITDA growth of 19%, and advertising growth of 15% to 18%. * Interested in Maplebear? Here are five stocks we like better. Maplebear NASDAQ: CART, which operates Instacart, reported second-quarter 2026 growth in gross transaction value, revenue and adjusted EBITDA, as the grocery technology company pointed to momentum in its marketplace, enterprise offerings and advertising business. Gross transaction value, or GTV, rose 14% year over year to $10.35 billion, driven by a 9% increase in orders to 90.3 million and a 4% rise in average order value to $115. Total revenue increased 14% to $1.04 billion, while advertising and other revenue climbed 16% to $297 million. "Our business is performing incredibly well," Chief Executive Officer Chris Rogers said on the company's earnings call. He said Instacart had accelerated growth over the past three quarters, supported by its fastest year-over-year rate of net new customer activations since 2022. Profitability and capital returns. GAAP net income was $111 million, down 4% from a year earlier. Chief Financial Officer Emily Reuter said the decline was primarily due to increased stock-based compensation expense associated with a shift in the first quarterly vesting date for annual equity refresh grants from August to May. Adjusted EBITDA rose 19% to $313 million. Operating cash flow increased 143% to $493 million, and free cash flow rose 156% to $480 million. Reuter attributed the cash-flow gains primarily to the collection of a large accounts receivable balance during the quarter, as well as higher receivables in the prior-year period. The company repurchased $325 million of shares in the quarter and ended the period with $998 million remaining under its repurchase authorization. It also closed the quarter with $1 billion in cash and similar assets. Reuter said the company remains on track to return the majority of its free cash flow through share repurchases this year. * Transaction revenue increased 13% to $746 million. * GAAP gross profit rose 11% to $751 million. * Adjusted operating expenses represented 4.5% of GTV, compared with 4.8% a year earlier. * Advertising and other revenue represented 2.9% of GTV, up from 2.8% in the prior-year quarter. AI, inventory intelligence and customer experience. Rogers highlighted Instacart's data and fulfillment network as a competitive advantage. The company has completed more than 1.6 billion lifetime orders, built a catalog of more than 2 billion products and generates more than 10 million daily inventory signals, he said. Discover more AI Stocks Report Stock Screener Tool Instacart improved its found rate and perfect order fill rate year over year for the 16th consecutive quarter, according to Rogers. During the quarter, the company began testing personalized health tags and nutrition scores, along with a replacement model designed to better account for dietary preferences such as gluten-free, low-sugar and allergen-free products. In July, Instacart acquired Arpalis, a computer-vision company whose technology uses video scans to build views of store shelf availability. Rogers said the technology is expected to improve fulfillment efficiency, strengthen inventory intelligence and support more relevant AI-powered shopping experiences. The company plans to launch its AI assistant across its North American marketplace in the coming weeks. Rogers said the tool can use customers' preferences, purchase histories, nearby inventory and current promotions to create orders that can be delivered in as fast as an hour. Orders placed through the assistant have been larger on average than the company's typical basket, he said. Enterprise expansion and international efforts. Instacart continued to expand its technology offerings for retailers, which include e-commerce, fulfillment, in-store technology, retail media and AI products. Its Storefront solution now powers more than 380 grocery websites, while Storefront Pro added partners including Calgary Co-op and Dierbergs. Rogers said Aldi's first-quarter U.S. launch on Storefront Pro was performing above expectations. The company also cited growth for Caper smart carts, Foodstorm order-management technology and AI offerings for retailers. Costco launched Foodstorm-powered online ordering and delivery for custom cakes and party platters nationwide, while Big Y signed for a chain-wide rollout of online catering and in-store shelf-ordering kiosks. Internationally, Instacart said Storefront Pro launches with Costco in France and Spain were performing well. The company's acquisition of Instaleap, completed in the second quarter, expanded its international reach and led to a picking-technology partnership with U.K. supermarket chain Morrisons. Rogers said retailers internationally are facing many of the same needs as those in North America, including e-commerce scaling, fulfillment, recommendations, cart management and checkout. He said Instacart is pursuing an enterprise-first international approach by deploying products already proven in North America rather than creating highly customized offerings for each market. Advertising growth and third-party integrations. Advertising and other revenue outpaced GTV growth for the quarter, with Reuter citing broad-based contributions from large, mid-market and emerging brands. The company said performance was particularly strong near the end of the quarter alongside the World Cup. Instacart rolled out AI-powered campaign and creative recommendations to all advertisers using Ads Manager. It also began testing a "Grow" objective aimed at increasing customer lifetime value through repeat purchases and expanded its "Acquire" objective to display advertising. The company introduced an Immersive Feed, a shoppable vertical-video format built around recipe and meal inspiration. Rogers said the company's partnership strategy includes integrations with third-party AI platforms such as Google Gemini, OpenAI and Anthropic. He described those efforts as early-stage incremental demand channels rather than material near-term contributors. Third-Quarter outlook. For the third quarter, Instacart forecast GTV of $10.3 billion to $10.55 billion, representing 14% year-over-year growth at the $10.425 billion midpoint. It projected adjusted EBITDA of $320 million to $340 million, or 19% growth at the $330 million midpoint. The company expects advertising and other revenue to increase 15% to 18% year over year in the third quarter, again exceeding expected GTV growth. Reuter said the company widened its GTV and adjusted EBITDA guidance ranges to reflect its larger operating scale. Going forward, management expects results to land within its guidance ranges, with the midpoint serving as its best estimate. About Maplebear (NASDAQ:CART). Maplebear, Inc, doing business as Instacart, operates a leading online grocery and essentials marketplace that connects consumers, retail partners and personal shoppers through its digital platform. The company enables customers to order groceries, household items and specialty products for same-day or scheduled delivery, as well as in-store pickup. By integrating its technology with retailers' existing inventory and point-of-sale systems, Maplebear streamlines the shopping experience and provides real-time availability and pricing. Founded in 2012 and headquartered in San Francisco, Maplebear has grown from a regional startup to a publicly traded company listed on NASDAQ under the ticker CART. This instant news alert was generated by narrative science technology and financial data from MarketBeat in order to provide readers with the fastest reporting and unbiased coverage. Please send any questions or comments about this story to [email protected]. Continue following MarketBeat Before you consider Maplebear, you'll want to hear this. MarketBeat keeps track of Wall Street's top-rated and best performing research analysts and the stocks they recommend to their clients on a daily basis. MarketBeat has identified the five stocks that top analysts are quietly whispering to their clients to buy now before the broader market catches on... and Maplebear wasn't on the list. While Maplebear currently has a Moderate Buy rating among analysts, top-rated analysts believe these five stocks are better buys. The AI boom is creating opportunities across semiconductors, cloud computing, enterprise software, infrastructure, cybersecurity, and automation. 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Instacart has launched its AI-powered Caper smart trolleys at Morrisons' Preston supermarket, marking the company's first UK retail partnership. The trolleys automatically recognise items as shoppers place them in the cart, weigh fresh produce, and display a running total on a touchscreen. Customers can access Morrisons More Card loyalty savings and receive product recommendations whilst shopping. At checkout, they scan a barcode from the trolley's screen at a dedicated lane to complete payment. The technology is already deployed in over 100 cities across the US and Australia with retailers including Kroger and Coles. According to Instacart research, 54% of UK consumers enjoy discovering new products whilst shopping, whilst 53% have passed on groceries due to affordability concerns.