Job description

At Instructure, we believe in the power of people to grow and succeed throughout their lives. Our goal is to amplify that power by creating intuitive products that simplify learning and personal development, facilitate meaningful relationships, and inspire people to go further in their education and careers. We do this by giving smart, creative, passionate people opportunities to create awesome. And that's where you come in: As a Senior Account Executive at Instructure, Inc., you will be responsible for driving revenue growth by managing and expanding relationships with key clients, identifying new business opportunities, and consistently achieving sales targets within your assigned territory. RESPONSIBILITIES: - Develop and execute strategic account plans to achieve and exceed individual sales quotas in the market. - Proactively identify, qualify, and close new business opportunities within target accounts. - Manage the entire sales cycle from prospecting and lead generation to contract negotiation and closing specific to clients. - Build and maintain strong, long-lasting customer relationships by understanding the unique needs of customers and aligning Instructure's solutions to address them effectively. - Conduct compelling presentations and product demonstrations to prospective clients, showcasing the value proposition of Instructure's education technology offerings. - Collaborate cross-functionally with sales engineers, customer success, and product teams to ensure a seamless customer experience for clients. - Accurately forecast sales opportunities and maintain up-to-date information in the CRM system. - Stay informed about industry trends, competitive landscape, and Instructure's product roadmap. - Negotiate complex deals and contracts with organizations, ensuring mutually beneficial outcomes. - Act as a trusted advisor to clients, offering insights and solutions that drive their success. QUALIFICATIONS: - 5+ years of successful experience in a quota-carrying sales role, preferably within the SaaS or education technology industry. - Bachelor's degree in Business, Marketing, Education, or a related field preferred - Proven track record of consistently meeting or exceeding sales targets, ideally in the education sector. - Strong understanding of complex sales cycles and strategic account management for clients. - Excellent communication, presentation, negotiation, and interpersonal skills. - Ability to build rapport and trust with executive-level stakeholders at organizations. - Proficiency in CRM software (e.g., Salesforce) and sales productivity tools. - Self-motivated, results-oriented, and able to work independently as well as part of a team. - Demonstrated ability to learn new technologies quickly and articulate their value to clients. - Willingness to travel as required to meet with clients and attend industry events. Get in on all the awesome at Instructure! We offer competitive, meaningful benefits in every country where we operate. While they vary by location, here's a general idea of what you can expect: - Competitive compensation, plus all full-time employees participate in our ownership program - because everyone should have a stake in our success. - Flexible work culture. Our remote, hybrid and in-office collaboration spaces vary by role, team and location. - Generous time off, including local holidays and our annual “Dim the Lights” period in late December, when teams are encouraged to step back and recharge based on departmental needs. - Comprehensive wellness programs and mental health support - Learning and development resources, including professional development tools and tuition reimbursement, to support your growth - The technology and tools you need to do your best work - Motivosity employee recognition program - A culture rooted in inclusivity, support, and meaningful connection We believe in hiring great people and treating them right. The more diverse we are, the better our ideas and outcomes. Instructure is an Equal Opportunity Employer. We comply with applicable employment and anti-discrimination laws in every country where we operate. All employees must pass a background check as part of the hiring process. To help protect our teams and systems, we’ve implemented identity verification measures. Candidates may be asked to verify their legal name, current physical location, and provide a valid contact number and residential address, in accordance with local data privacy laws. Any attempt to misrepresent personal or professional information will result in disqualification.

Requirements

Must-haves

We do this by giving smart, creative, passionate people opportunities to create awesome. And that's where you come in:
Develop and execute strategic account plans to achieve and exceed individual sales quotas in the market.
Proactively identify, qualify, and close new business opportunities within target accounts.
Manage the entire sales cycle from prospecting and lead generation to contract negotiation and closing specific to clients.
Build and maintain strong, long-lasting customer relationships by understanding the unique needs of customers and aligning Instructure's solutions to address them effectively.
Conduct compelling presentations and product demonstrations to prospective clients, showcasing the value proposition of Instructure's education technology offerings.
Collaborate cross-functionally with sales engineers, customer success, and product teams to ensure a seamless customer experience for clients.
Accurately forecast sales opportunities and maintain up-to-date information in the CRM system.
Stay informed about industry trends, competitive landscape, and Instructure's product roadmap.
Negotiate complex deals and contracts with organizations, ensuring mutually beneficial outcomes.
Act as a trusted advisor to clients, offering insights and solutions that drive their success.
5+ years of successful experience in a quota-carrying sales role, preferably within the SaaS or education technology industry.
Proven track record of consistently meeting or exceeding sales targets, ideally in the education sector.
Strong understanding of complex sales cycles and strategic account management for clients.
Excellent communication, presentation, negotiation, and interpersonal skills.
Ability to build rapport and trust with executive-level stakeholders at organizations.
Proficiency in CRM software (e.g., Salesforce) and sales productivity tools.
Self-motivated, results-oriented, and able to work independently as well as part of a team.
Demonstrated ability to learn new technologies quickly and articulate their value to clients.
Willingness to travel as required to meet with clients and attend industry events.
Get in on all the awesome at Instructure!
We offer competitive, meaningful benefits in every country where we operate. While they vary by location, here's a general idea of what you can expect:
Competitive compensation, plus all full-time employees participate in our ownership program - because everyone should have a stake in our success.

Nice-to-haves

Bachelor's degree in Business, Marketing, Education, or a related field preferred

Application prep

Use the role’s language and application details while tailoring your materials.

Keywords to mirror

Platform: ashby
Effort: quick

Benefits

Benefits detected in the listing.

Wellness

Professional Development