Sr. Account Executive

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 new business growth and expanding existing relationships within a defined territory. You will leverage your expertise in education technology to identify client needs, present compelling solutions, and close complex deals, contributing significantly to Instructure's market leadership.

What you’ll do:

• 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.

What you will need to know/have:

• 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.

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

• 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

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.