Proactively identify, qualify, and develop new sales opportunities within an assigned territory, focusing on K-12, Higher Education, or Corporate Learning sectors (depending on team assignment).
Manage the entire sales cycle from initial contact to close, including prospecting, discovery, demonstrations, proposal generation, negotiation, and contract finalization.
Develop and maintain a deep understanding of Instructure's product portfolio (Canvas LMS, MasteryConnect, Elevate, etc.) and articulate their value proposition to prospective and existing clients.
Build and nurture strong, long-term relationships with key decision-makers, including superintendents, provosts, CIOs, and other educational leaders.
Collaborate effectively with pre-sales engineers, professional services, and customer success teams to ensure a seamless customer experience.
Accurately forecast sales opportunities and maintain a robust sales pipeline using CRM software (e.g., Salesforce).
Stay informed about industry trends, competitor activities, and market developments to inform sales strategies.
Attend industry events, conferences, and trade shows as required to represent Instructure and generate leads.
Achieve and exceed quarterly and annual sales quotas.

Bachelor's degree in Business, Marketing, Education, or a related field; Master's degree preferred.
5+ years of successful experience in enterprise software sales, with a strong preference for experience in education technology (EdTech).
Proven track record of consistently exceeding sales quotas in a highly competitive environment.
Demonstrated ability to manage complex sales cycles and negotiate large-scale contracts.
Exceptional communication, presentation, and interpersonal skills, with the ability to articulate complex technical concepts to a non-technical audience.
Strong business acumen and understanding of the challenges and opportunities within the education sector.
Proficiency with CRM software (e.g., Salesforce) and Google Workspace or Microsoft Office Suite.
Ability to travel up to 50% of the time within the assigned territory.
Self-motivated, results-oriented, and able to work independently as well as part of a team.

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
Annual learning and development stipends 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

Senior Account Executive

Key skills