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Strategic Account Manager

San Francisco, California, United States

Instawork’s vision is to create economic opportunities for local businesses and skilled hourly workers in communities around the world. With an AI-first approach, we’re supercharging the leading online labor marketplace and looking for exceptional talent to help us build the future of hourly work. Backed by world-class investors like Benchmark, Spark Capital, Craft Ventures, Greylock, Y Combinator, and more, we want you to help us continue to scale quickly and make an even greater impact.

Instawork, a digital marketplace that connects local businesses with skilled hourly professionals across the U.S., is seeking a Strategic Account Manager – Enterprise Light Industrial with a proven track record of success to join our rapidly growing team. Reporting to the Director of Strategic Accounts, this role is a critical part of our Account Management team and is responsible for driving growth and retention with our largest enterprise partners.

As a Strategic Account Manager, you’ll work closely with senior leaders across warehousing, logistics, supply chain, and third-party logistics (3PL) companies. You’ll serve as a trusted advisor, helping these organizations leverage Instawork to optimize workforce flexibility, scale operations, and meet business goals. This role blends relationship management, sales expansion, and strategic consulting to maximize impact for our partners.

Who You Are:

  • Industry Expertise: 5+ years working with enterprise light industrial companies, such as supply chain, warehousing, distribution, or third-party logistics (3PL) organizations.
  • Growth-Oriented: Proven track record in sales, account expansion, and revenue growth—not just retention—through new use cases, cross-sells, or large-scale adoption.
  • Consultative Approach: Experience in a consulting capacity (either in-house or at a firm) with a focus on operational efficiency, workforce strategies, or labor solutions for light industrial businesses.
  • Enterprise Sales Skills: 3+ years selling into the enterprise segment, with the ability to manage complex sales cycles and multiple senior stakeholders across large organizations.
  • Relationship Builder: Ability to forge strong, trust-based relationships with executives, operators, and decision-makers within warehousing and logistics companies.
  • Strategic Thinker: Adept at using data and industry insights to identify opportunities, build business cases, and drive expansion strategies.
  • Execution-Oriented: A results-driven professional who thrives in a fast-paced environment, balancing relationship management with revenue accountability.
  • Strong Communicator: Executive presence and excellent communication skills, with the ability to influence at all levels of an organization.
  • Collaborative Leader: Works well cross-functionally, sharing partner feedback and contributing to a culture of success.
  • Travel-Ready: Willingness to travel (~33%) to meet with enterprise partners onsite.

What You’ll Be Doing:

  • Drive revenue growth within a portfolio of enterprise light industrial accounts by identifying expansion opportunities, cross-selling solutions, and deepening our footprint across business units.
  • Own the full sales cycle for new use cases and expansions within existing accounts.
  • Build and execute strategic account plans, identifying opportunities to expand share of wallet, create repeatable success stories, and align our solutions with partner priorities.
  • Deliver a high level of partner satisfaction, serving as a trusted point of contact while resolving issues and ensuring strong performance outcomes.
  • Lead executive-level QBRs with senior stakeholders, highlighting performance, growth opportunities, and strategic alignment.
  • Serve as the voice of the customer by providing feedback to internal teams to improve Instawork’s products and services.
  • Stay current on industry trends in warehousing, logistics, and supply chain operations, using that expertise to consult and guide partner strategies.
  • Manage complex, cross-functional projects with internal and external stakeholders to ensure successful adoption of Instawork’s solutions.


For CA-based applicants:

  • The base salary for this position is $110,000 + eligible for OTE
  • This position is eligible for equity in the form of stock options
  • This position is eligible for Instawork benefits, including:
    • A variety of medical, dental, and vision plans with coverage beginning on the date of hire
    • Flexible paid time off
    • At least 8 paid company holidays annually
    • Phone stipend
    • Commuter stipend
    • Supplemental pay on qualified leaves
    • Employee health savings accounts (HSA) contribution
    • Flexible spending plans
    • 401K plan
    • Perkspot - discount program through Lumity

LI-Onsite

Our Values 

  • Empathy, Trust & Candor
    We put ourselves in the shoes of our colleagues and customers and don’t shy away from uncomfortable conversations, instead building trust through honest and direct feedback.

  • Bias for Action
    We practice high-velocity decision-making, clear-eyed that we often operate with incomplete information. Growing quickly means it’s OK to be wrong, so long as we learn from our mistakes and course correct!

  • Always Be Learning
    We’re a curious bunch, and with AI transforming our workplace we encourage everyone to learn from each other, compounding our knowledge and experience to help us change an entire industry.

  • Act Like an Owner
    We work long, hard, and smart, building products that delight our users and drive growth. Your ability to impact Instawork is limited only by your courage and conviction, not your job description.

About Instawork

Founded in 2015, Instawork is the nation’s leading online labor marketplace for food services, hospitality, light industry, and logistics, connecting more than 7M skilled workers with local restaurants, hotels, warehouses, stadiums, and more. Our AI-powered platform serves thousands of businesses across more than 50 major markets in the United States and Canada. We're not just helping fill shifts, we're supporting local economies—and we're just getting started!

Instawork has been featured by CBS News, The Wall Street Journal, The Washington Post, and the Associated Press. Forbes included us on their Next Billion Dollar Startups list; RetailTech Breakthrough named us Workforce Hiring Solution of the Year for 2025; and Inc. 5000 recognized us as one of the country's top 10% fastest-growing companies two years in a row. But what matters most is our impact. We're solving real problems for real people, and we’re doing it at scale.

Join our team to help us build something that matters! We’re looking for superstars who want to help us shape the future of work. With hubs in San Francisco, Bangalore, and Chicago, city offices in New York, Phoenix, and Singapore, we're back to working together in-person five days a week because we believe the best ideas happen when great people collaborate face-to-face. We also value diverse perspectives and encourage applications from candidates of all backgrounds.

Ready to make an impact? Learn more at www.instawork.com/about.

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