Director, Pricing Strategy

About Instacart We are transforming the grocery industry by offering safe and flexible earning opportunities to grocery shoppers and reliable delivery service to customers. Our mission is to make grocery shopping convenient and enjoyable.

Overview The Director, Pricing Strategy is a pivotal role focused on developing and executing pricing strategies to drive adoption and profitability of Instacart’s product offerings for retailers. This position works cross‑functionally with Product, Finance, Sales, Marketing, Legal, and Customer Success teams to design scalable, competitive, and innovative pricing frameworks that meet retailer needs and reinforce Instacart’s position as the leading technology partner for grocery retailers.

The Pricing Strategy team creates and refines pricing models across Instacart’s enterprise product suite, combining market insights, data analysis, and financial modeling to keep our pricing competitive and reflective of our value proposition.

Responsibilities

Lead the development of pricing strategies for all of Instacart’s product offerings to maximize retailer success and support the 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.

About You Minimum Qualifications

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 Qualifications

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.

Compensation & Benefits Instacart provides highly market‑competitive compensation and benefits in each location where employees work. This role is remote and the base pay range for a successful candidate is dependent on permanent work location. Currently, we are only hiring in Ontario, Alberta, British Columbia, and Nova Scotia. The role is eligible for equity grant and annual refresh grants. For Canadian candidates, base pay ranges are $234,000—$260,000 CAD.

Job Details

Seniority level:

Director

Employment type:

Full‑time

Job function:

Management and Manufacturing

Industries:

Software Development

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