Activation Sales Development Representative Level One

Activation Sales Development Representative Level One at Instacart — Research Report

Introduction

The Activation Sales Development Representative Level One role at Instacart is a high-impact entry point for aspiring sales professionals in the advertising and CPG (Consumer Packaged Goods) sector. This position focuses on identifying, engaging, and converting potential brand partners who want to leverage Instacart’s advertising platform to drive shopper activation. For candidates targeting the upcoming season, this remote opportunity offers a unique blend of sales strategy, data-driven outreach, and direct business impact.

Securing an Instacart internship or job in this role provides immediate exposure to one of the fastest-growing digital advertising ecosystems in the U.S. You’ll build relationships with major brands, refine your sales pipeline management, and gain skills that are highly transferable across tech and advertising industries. This report breaks down exactly how to get hired, what to expect day-to-day, and how to stand out in the Activation Sales Development Representative Level One hiring process.

Overview of Instacart

Instacart is the leading grocery technology company in North America, connecting shoppers with local stores through its app and enabling brands to reach consumers via its advertising platform. While best known for grocery delivery, Instacart has evolved into a powerful advertising marketplace, allowing CPG brands to run targeted ads that influence real-time purchasing decisions.

Competitors include Amazon Fresh, Walmart+, and DoorDash, but Instacart’s niche lies in its deep integration with grocery retailers and its proprietary advertising data. The company serves over 100,000 stores and has seen consistent growth in its ad revenue, positioning it as a critical player in the digital CPG advertising space.

Instacart’s culture is fast-paced, data-driven, and customer-obsessed. Employees describe the environment as collaborative yet high-performance, with a strong emphasis on innovation and measurable outcomes. People want to work here because of the company’s market dominance, remote flexibility, and the chance to shape the future of grocery and advertising tech.

Activation Sales Development Representative Level One Role

Role Overview

As an Activation Sales Development Representative Level One, you are the front line of Instacart’s brand acquisition team. Your primary mission is to identify potential advertising partners, initiate conversations, and qualify them for handoff to senior sales reps. You directly impact Instacart’s ad revenue by expanding its brand partner base and driving shopper activation through targeted ad campaigns.

Detailed Responsibilities

• Research and identify CPG brands and advertising agencies aligned with Instacart’s audience
• Execute outbound outreach via email, phone, and social platforms to generate interest
• Qualify leads based on budget, campaign goals, and fit with Instacart’s advertising solutions
• Maintain accurate records in CRM (e.g., Salesforce) and track KPIs like conversion rates
• Collaborate with marketing and senior sales teams to refine messaging and strategy
• Present pipeline updates and performance metrics in weekly team meetings

Day-to-Day Workflow

Your day typically starts with reviewing your lead list and prioritizing high-value prospects. You’ll spend 4–6 hours on active outreach, blending cold calls, personalized emails, and LinkedIn engagement. Midday often includes internal syncs with marketing or sales ops to align on campaign messaging. Afternoons focus on CRM updates, pipeline analysis, and preparing for next-day outreach. The workflow is dynamic, requiring quick adaptation to new leads and shifting priorities.

Tools and Technologies

You’ll use Salesforce for CRM management, along with sales engagement tools like Outreach or HubSpot. Communication platforms include Zoom, Slack, and Microsoft Teams. Data analysis may involve Excel or Google Sheets for tracking KPIs. Familiarity with advertising platforms (e.g., Google Ads, Meta) is beneficial but not required.

Skills and Requirements

Technical Skills

• Proficiency in CRM software (Salesforce preferred)
• Experience with sales engagement and outreach tools
• Basic understanding of CPG advertising and digital marketing concepts
• Data entry and pipeline tracking accuracy

Soft Skills

• Strong verbal and written communication
• Rapport-building and relationship management
• Resilience in high-pressure, fast-paced environments
• Organizational and project management abilities
• Adaptability to changing priorities and feedback

Experience Expectations

Instacart targets candidates with previous sales or business development experience, ideally in advertising or CPG. No graduate degree is required. They prioritize curiosity, initiative, and a proven track record of meeting sales targets. A portfolio of past outreach campaigns or sales metrics can strengthen your application.

Salary and Benefits

Base pay for the Activation Sales Development Representative Level One role varies by state. In CA, NY, CT, NJ, the range is $48,000–$50,000. In WA, it’s $46,000–$48,000. Most other states fall between $44,000–$47,000, while all other states offer $40,000–$42,000 . The OTE (On-Target Earnings) range is $49,500–$63,000, including commissions .

Benefits include remote work flexibility, potential stipends for home office setup, learning budgets, and access to Instacart’s internal training programs. Full-time conversion opportunities are common for high-performing interns or junior reps, with clear pathways to Senior SDR or Account Executive roles.

Instacart Hiring Process

Step-by-Step Hiring Stages

1. Application: Submit resume and optional cover letter via Instacart’s careers page
2. Screening: ATS review for keywords like “sales,” “CRM,” “CPG,” and “outreach”
3. Assignment: Complete a short sales simulation or outreach task
4. Interviews: One or two rounds with hiring manager and sales team
5. Offer: Negotiation and onboarding

Application Timeline

Apply early for the upcoming season. The process typically takes 2–4 weeks from application to offer. Instacart’s hiring volume is cooling slightly as of July 2026, with 109 open roles and a -1 net change over 28 days .

Screening Methods

The ATS prioritizes keywords like “sales development,” “CRM,” “CPG advertising,” and “outreach.” Include specific metrics from past roles (e.g., “exceeded quota by 20%”). A portfolio of outreach emails or campaign results can help bypass generic screening.

Interview Preparation

Example Interview Questions

• “Describe a time you exceeded a sales target. What strategy did you use?”
• “How would you approach a CPG brand that’s unfamiliar with Instacart’s advertising platform?”
• “What metrics do you track to measure outreach success?”
• “How do you handle rejection or silence from prospects?”

How to Answer

Use the STAR method (Situation, Task, Action, Result) to structure responses. Focus on concrete outcomes, such as conversion rates or revenue generated. Show enthusiasm for Instacart’s mission and the advertising space.

What Recruiters Evaluate

Recruiters look for sales resilience, communication clarity, CRM proficiency, and a track record of hitting targets. They also assess cultural fit: adaptability, curiosity, and collaboration.

How to Get Selected

Practical Tips

• Tailor your resume to highlight sales metrics and CPG/advertising experience
• Prepare a 30-second pitch for why you want to work at Instacart
• Practice cold call simulations and outreach email writing
• Network with current Instacart sales reps on LinkedIn for insights

Common Mistakes to Avoid

• Generic resumes without sales KPIs
• Lack of familiarity with CPG advertising or Instacart’s platform
• Poor communication during interviews (e.g., vague answers)
• Ignoring the assignment or submitting low-quality work

How to Stand Out

Create a mini portfolio of outreach emails, call scripts, or campaign results. Mention specific Instacart ad features in your interview. Connect with recruiters or sales team members to show initiative. Highlight any experience with Salesforce or sales engagement tools.

Final Thoughts

The Activation Sales Development Representative Level One role at Instacart is a strategic entry point into tech sales and digital advertising. With remote flexibility, competitive pay, and clear growth paths, it’s ideal for motivated candidates ready to drive real business impact. Start your application early, tailor your materials, and prepare to showcase your sales resilience. Your future in tech sales could begin here.

Frequently Asked Questions

Q: What is the salary for Activation Sales Development Representative Level One at Instacart?
Base pay ranges from $40,000 to $50,000 depending on state, with OTE up to $63,000 .

Q: How competitive is it to get hired at Instacart?
Instacart has 109 open roles as of July 2026, with hiring cooling slightly. Competition is moderate but requires strong sales metrics and CPG/advertising knowledge .

Q: What skills are most important for this role?
Key skills include CRM proficiency (Salesforce), outbound outreach, CPG advertising knowledge, and resilience in high-pressure sales environments .