[Hiring] Director of AI Solutions Strategy & Planning @Instacart

Role Description

Instacart is building a new, distinctive pillar of the Instacart Platform — an emerging portfolio of AI-driven retailer solutions — and the go-to-market infrastructure to scale it is being built right now. The opportunity is real, but translating it into scalable commercialization frameworks, pricing strategies, and GTM plans requires specialized expertise and a dedicated strategy and planning leader. We're hiring a Director of AI Solutions Strategy & Planning to lead that work end-to-end. This role sits at the intersection of enterprise strategy and frontier AI, working cross-functionally with Product, Sales, Marketing, Legal, and Customer Success to shape how Instacart becomes the preferred technology partner for grocery retailers.

What you'll cook up in your first year

• A comprehensive GTM strategy for Instacart's AI-driven solutions is defined and in motion — spanning consumer experiences, ecommerce analytics, and enhanced retailer workflows — with clear positioning, pricing frameworks, and retailer onboarding playbooks in place.
• Cross-functional alignment across Product, Sales, Marketing, Finance, and Legal is established, with governance forums running smoothly and transparent decision-making processes embedded across GTM and product teams.
• Pilot programs and experimentation frameworks are launched and producing real impact — validating AI-powered products with real retailer feedback and iterating based on measurable performance metrics.
• Sales teams are enabled and equipped with AI-specific strategies, enablement materials, and training programs that accelerate adoption and pipeline velocity.
• Market intelligence and competitive analysis are regularly informing product and commercialization decisions, keeping Instacart's AI solutions competitive, scalable, and aligned with evolving retailer needs.

Qualifications

• 8+ years of experience in strategy, product commercialization, or GTM planning, with a proven track record of defining and executing strategies for emerging offerings and driving measurable market impact.
• Experience developing GTM strategies for AI-powered products, retailer solutions, or enterprise technology platforms.
• Deep understanding of AI technologies, with the ability to translate technical concepts into business value for diverse audiences.
• Expertise in product positioning, pricing frameworks, and solution packaging.
• Strong analytical capabilities, including experience with modeling, forecasting, and evaluating solution performance.
• Exceptional cross-functional leadership skills with a track record of influencing stakeholders across Product, Sales, Marketing, Legal, and Finance.
• Excellent written and verbal communication skills for simplifying complex concepts and presenting to internal and external audiences.
• Strong quantitative skills to help inform opportunity sizing, impact assessment, pricing strategy, and financial outlook in partnership with cross-functional peers.
• Demonstrated ability to operate effectively in ambiguous and rapidly changing environments, with a focus on iterative learning and innovation.

Requirements

• Familiarity with conversational AI, ecommerce analytics, or retail technology applications.
• Advanced knowledge of AI product monetization models, including subscription, usage-based, and value-based models.
• MBA or advanced degree in business, technology, or a related field.

Benefits

• Highly market-competitive compensation and benefits in each location where our employees work.
• Remote work flexibility under the Flex First remote work policy.
• Base pay range for a successful candidate is dependent on their permanent work location.
• Eligible for a new hire equity grant as well as annual refresh grants.