Instacart · 1 month ago
Director, Pricing Strategy
United States
Full-time
Remote
Director/Executive
$248K/yr - $275K/yr
8+ years expInstacart is transforming the grocery industry by providing essential services that customers rely on for grocery and household goods delivery. The Director, Pricing Strategy will develop and execute pricing strategies to enhance the adoption and profitability of Instacart's product offerings for retailers, collaborating with various cross-functional teams to create innovative pricing frameworks that align with retailer needs and business objectives.
Delivery ServiceE-CommerceGroceryShopping
Responsibilities
Lead the development of pricing strategies for all of Instacart’s product offerings to maximize retailer success and support Instacart's business objectives
Design and iteratively optimize scalable pricing and packaging frameworks tailored to diverse retailer segments and geographies
Partner with Product and R&D teams to define pricing models for new products and features, ensuring alignment with retailer value and business requirements
Conduct competitive benchmarking and market research to continually refine pricing strategies and address retailer needs effectively
Implement and oversee go-to-market pricing strategies, including approval processes, discounting policies, and deal desk frameworks for retailer-focused offerings
Collaborate with Finance and Revenue Operations teams to model pricing scenarios, validate assumptions, and assess the financial impact of pricing decisions
Drive experimentation, A/B testing, and pricing pilots to validate hypotheses and identify improvements across the pricing lifecycle
Develop sales-enablement materials to ensure revenue teams can confidently articulate the value proposition of Instacart’s pricing and packaging strategies
Lead retailer-focused pricing governance forums to ensure consistent and transparent decision-making around pricing initiatives
Partner with Sales Operations to report on pricing performance metrics such as win rates, ARPU, attach rates, and retention, identifying actionable insights to enhance pricing outcomes
Qualification
Required
8+ years of experience in pricing strategy, monetization, strategic finance, or related fields, with a focus on B2B SaaS, platforms, or retail technology
Proven success in creating and executing pricing strategies that deliver measurable commercial outcomes
Experience with both subscription-based and usage-based pricing models, including predictive financial modeling and ROI analysis
Strong analytical capabilities with expertise in scenario modeling, elasticity studies, and conjoint/WTP analyses
Exceptional cross-functional leadership skills with demonstrated success influencing and partnering with Product, Finance, Sales, Legal and Marketing teams
Excellent written and verbal communication skills with the ability to simplify complex pricing strategies and present them to both internal and external stakeholders
Demonstrated ability to think critically, adapt in ambiguous environments, and focus on continuous iteration and learning
Experience establishing and managing pricing governance frameworks to deliver structured, cross-functional decision-making
Preferred
Experience developing pricing strategies for enterprise solutions, including e-commerce or fulfillment platforms
Familiarity with AI and machine-learning product monetization models is a plus
Expertise in retailer-focused business models and enterprise-product pricing evolution
MBA or advanced degree in business, economics, or a related field
Benefits
Eligible for a new hire equity grant
Annual refresh grants
Highly market-competitive compensation and benefits
Company
Instacart
Instacart is an online grocery platform that offers same-day delivery and pickup services for retailers and consumers.
1001-5000 employees
H1B Sponsorship
Instacart has a track record of offering H1B sponsorships. Please note that this does not
guarantee sponsorship for this specific role. Below presents additional info for your
reference. (Data Powered by US Department of Labor)
Distribution of Different Job Fields Receiving Sponsorship
Represents job field similar to this job
Trends of Total Sponsorships
2025 (156)
2024 (173)
2023 (111)
2022 (159)
2021 (170)
2020 (59)
Funding
Current Stage
Public CompanyTotal Funding
$2.92BKey Investors
T. Rowe PriceTiger Global ManagementD1 Capital Partners
2023-09-19IPO
2021-11-01Private Equity· $232M
2021-09-05Secondary Market
Leadership Team
Chris Rogers
Chief Executive Officer
Brandon Leonardo
Co-Founder
Recent News
2026-01-11
2026-01-09
Company data provided by crunchbase