Yield Management & Strategy Manager II

Overview

We are hiring a Yield Manager II to join our Yield Management & Strategy team and support the ad sales organization in pricing out new ad products and capabilities, across both Instacart’s on-platform and rapidly expanding off-platform offering. This role is central to ensuring we drive sustainable revenue growth, healthy advertiser performance, and operational rigor across all incentive, discounting, and yield-related programs.

You will lead monthly incentive reporting, manage yield exceptions, shape pricing models for emerging off-platform partnerships (TikTok, Pinterest, Google, etc.), and provide strategic guidance across GTM initiatives, partner launches, and experimentation. This role interfaces frequently with Marketing, Product, Sales, Finance, RevOps, and external platform partners.

The Yield Management and Strategy team sits within our Brand Partnerships organization. Its mission is to optimize Instacart ads revenue and long-term profitability through strategic pricing, inventory management, and data-driven insights. We collaborate with Sales, Marketing, Finance, Product, Insights, Media Analytics, and Legal teams to shape the product roadmap, develop innovative offerings, and provide objective guidance to do what’s best for our company and partners. We also facilitate seamless transactions via our ads deal desk, ensuring mutual success for our clients and sustained growth for our advertising business.

About the Job

• Own monthly incentive pacing and reporting, including: pipeline & budget pacing
• Partner with Marketing to align on iROAS guidelines, budget pacing insights, and exception approvals, which help inform the incentive program(s) managed
• Quarterly and product-level allocation planning for the annual incentive budget
• Build, maintain, and automate dashboards and documentation used by Sales, Marketing, and leadership to track incentive utilization and performance.
• Evaluate and manage yield exceptions, ensuring alignment with Marketing on audience, creative, and structural approvals.
• Create and enforce internal pricing policies and ensure consistent yield governance across all cases.
• Develop and refine pricing frameworks for Off-Platform (OP) partnerships, including TikTok, Pinterest, Google, and The Trade Desk.
• Collaborate with Product, Product Marketing & Strategy teams to package and price new offerings or capabilities
• Provide strategic input on growing AV/JBP value proposition across both on- and off-platform products

About You

Minimum Qualifications

• 6–8+ years in yield management, monetization strategy, pricing, marketplace operations, or digital advertising analytics.
• Expert in data analysis and tools (Tableau, Excel); ability to self-serve large datasets.
• Strong understanding of performance advertising metrics (ROAS, iROAS, CPA, LTV), incentives, discounting logic, and auction dynamics.
• Proven ability to influence senior stakeholders across Marketing, Product, and Sales.
• Strong communication skills, especially in high-visibility forums like WBRs and GTM syncs.
• Experience building scalable processes and cross-functional workflows.

Preferred Qualifications

• Working knowledge of Salesforce system
• Experience with off-platform partnerships (e.g., TikTok, Pinterest, Google, TTD).
• Prior work designing pricing models for managed service offerings or revenue-share ecosystems.
• Understanding of Salesforce workflows, exception case management, and GTM processes.
• Familiarity with marketplace economics and incentive optimization.

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