Instacart Sales Executive II Interview Guide

The Sales Executive II role at Instacart is responsible for driving sales growth, managing relationships with key clients, and leveraging Instacart’s advertising and media solutions to drive business impact for brands and agencies. Below is a detailed breakdown of the interview process based on feedback from candidates who have interviewed for this role.

Interview Process Overview

1. Recruiter Screening:

Initial Call:

The process usually begins with a recruiter call, where they will assess your overall background, experience, and fit for the position. They will likely ask about your experience in sales, particularly in the advertising or media industry, and assess your familiarity with e-commerce platforms and client management.

• Example Question: “Can you walk me through your experience managing client relationships in a media sales environment? How did you drive results for your clients?”

The recruiter will also explain the job’s responsibilities, the team culture at Instacart, and the next steps in the hiring process.

2. Sales and Media Expertise Interview:

Sales Process and Strategy:

In this round, you’ll be tested on your ability to sell media solutions to large clients, such as CPG brands, ad agencies, and media platforms. You may be asked to demonstrate your sales process, from lead generation to closing deals, as well as how you’ve previously managed large-scale accounts.

• Example Question: “Describe a situation where you successfully built and executed a media strategy for a key client. How did you measure the campaign’s success?”

Expect to discuss how you approach building relationships, identifying opportunities, and aligning sales strategies with client goals. You may also be asked to walk through a recent client pitch or presentation.

3. Data and Measurement Strategy:

Understanding Data Solutions:

Instacart places a high value on candidates who can leverage data insights and measurement solutions to drive sales. You might be asked to discuss how you’ve previously used transaction data or programmatic media solutions to enhance client campaigns.

• Example Question: “How do you use data to influence advertising strategies for brands? Can you give an example of how you’ve used data to optimize a media campaign?”

Be prepared to talk about how you use media metrics like CPM, CPC, CTR, or ROAS, and how you adapt strategies based on performance data.

4. Cross-Functional Collaboration:

Team Collaboration:

This interview focuses on your ability to work with cross-functional teams, including product management, marketing, analytics, and engineering. You’ll be asked about how you collaborate with internal teams to deliver customized media solutions and build long-term partnerships.

• Example Question: “Tell me about a time when you had to work closely with a product or analytics team to tailor a solution for a client. How did you ensure alignment across teams?”

You may also be asked about team dynamics, how you manage internal relationships, and how you coordinate efforts to ensure the success of a campaign or sales initiative.

5. Behavioral Interview:

Leadership and Results Orientation:

Instacart looks for self-starters who are results-driven and capable of handling a fast-paced, dynamic work environment. Expect questions that explore your ability to meet sales quotas, manage client relationships, and navigate ambiguity.

• Example Question: “How do you prioritize competing sales targets and ensure that you meet or exceed your quotas?”

Another common question could focus on how you handle client objections or difficult situations:

• Example Question: “Describe a time when a client was unhappy with the results of a campaign. How did you address their concerns and turn the situation around?“

6. Final Interview with Senior Leadership:

Strategic Fit and Leadership:

In the final round, you’ll meet with senior leaders to discuss your fit for the role and how you would contribute to Instacart’s growth. Expect to discuss your long-term vision for media sales and how you would help Instacart grow its advertising revenue.

• Example Question: “What do you see as the biggest opportunity for Instacart in the next 12 months to grow its ad business? How would you approach that opportunity?”

Senior leadership will assess your ability to think strategically, manage complex sales cycles, and drive long-term partnerships with brands and agencies.

Key Skills Instacart Looks For

1. Media Sales Expertise:

A deep understanding of the advertising industry, especially in digital media, programmatic buying, and retail media networks. You should be familiar with platforms like Google Ads, Meta, The Trade Desk, and Xandr.

• Example Question: “Describe your experience selling programmatic advertising solutions to brands. How did you measure and optimize campaign success?“

2. Data and Measurement:

Instacart values candidates who can leverage first-party data and analytics to create customized advertising strategies. Familiarity with advertising metrics, attribution models, and tools like Google Analytics or Salesforce is crucial.

• Example Question: “How do you integrate sales data with client advertising campaigns to optimize performance?“

3. Client Relationship Management:

Strong client-facing skills are critical, including experience in building long-term partnerships, understanding client needs, and navigating complex client organizations.

• Example Question: “Tell me about a time when you successfully expanded an existing client relationship. What steps did you take to ensure client satisfaction and retention?“

4. Sales and Forecasting Skills:

You’ll need experience in sales pipeline management, forecasting, and meeting sales quotas. Instacart expects candidates who can generate and convert leads into revenue.

• Example Question: “How do you approach sales forecasting for a new quarter? What methods do you use to ensure accuracy in your predictions?“

5. Team Collaboration and Cross-Functional Leadership:

Instacart seeks candidates who are comfortable working with internal teams like product management, account management, and engineering to deliver customized solutions for clients.

• Example Question: “Can you describe a time when you collaborated with a product or engineering team to create a new feature for a client campaign?”

Example Interview Questions

Sales Strategy and Execution:

• “Describe a situation where you had to sell an innovative or new product to a client. How did you approach it, and what was the outcome?”
• “What’s your strategy for managing a sales pipeline with multiple large clients? How do you prioritize your efforts?”

Data and Measurement:

• “How would you use Instacart’s data to create a tailored media plan for a brand?”
• “Explain how you would use data to demonstrate the ROI of a campaign to a client.”

Behavioral and Leadership:

• “Tell me about a time when you managed to exceed a sales target despite unforeseen challenges.”
• “Describe how you handled a difficult client situation and how you turned it around.”

Tips for Preparation

1. Familiarize Yourself with Instacart’s Platform:

Understand how Instacart’s advertising solutions, data insights, and retail media networks work. This will help you tailor your responses to how you can leverage their products to benefit clients.

2. Brush Up on Media Metrics and Ad Tech:

Be prepared to discuss key media metrics, ad tech tools, and how to optimize media campaigns using data-driven insights.

3. Prepare for Client-Focused Scenarios:

Practice solving real-world sales challenges, focusing on client relationship building, solution selling, and how you would handle objections.

4. Highlight Collaboration Skills:

Since this role involves working with multiple teams, be ready to discuss specific examples where you collaborated with internal and external stakeholders to deliver results.