Instructure

Account Executive – Biz/Gov, New Logo

Instructure

full-time

Posted on:

Location Type: Remote

Location: United States

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Salary

💰 $80,000 - $93,000 per year

About the role

  • Introduce and sell Instructure products to new logo Business and Government accounts in a geographical territory.
  • Develop sales strategies to increase pipeline with use of LI Navigator, Outreach and other tools.
  • Consistently meet/exceed sales quota.
  • Work closely with the customer success team to provide a cohesive handoff experience for Canvas customers as they are onboarded.
  • Collaborate with other members of our sales teams on territory plans and quarterly business reviews.
  • Deliver web based presentations and product demonstrations.
  • Provide education and training about Canvas + Credentialing products.
  • Extensive use of Salesforce & Clari to document activities and maintain an accurate forecast.

Requirements

  • Bachelor's Degree in Business, Sales/Marketing, or related field.
  • 3+ years of proven sales experience, Account Executive and/or Business Development
  • Proven ability to generate sales pipeline
  • Experience working with Higher Education institutions, EdTech or Professional Learning is a plus.
  • Experience selling enterprise level software, SaaS sales and services - (LMS specific experience a plus).
  • Experience selling at all levels MM & Enterprise
  • Excellent strategic/consultative sales skills.
  • Ability to do detailed needs analysis and proposal development.
  • SPICED, Winning By Design or other Sales methodology training
Benefits
  • Competitive compensation, plus all full-time employees participate in our ownership program - because everyone should have a stake in our success.
  • Flexible schedules and a remote-friendly culture, with hybrid or onsite work options available in some regions for specific roles
  • Generous time off, including local holidays and our annual company-wide “Dim the Lights” week in late December, when we encourage everyone to step back and recharge
  • 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 — typically a Mac, with PC options available in some locations
  • Motivosity employee recognition program
  • A culture rooted in inclusivity, support, and meaningful connection
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
sales strategiessales quotaneeds analysisproposal developmentSaaS salesenterprise software salesLMS experiencesales pipeline generationconsultative sales skillsweb-based presentations
Soft Skills
collaborationcommunicationcustomer successstrategic thinkingtrainingeducationconsultative approachrelationship buildingproblem solvingpresentation skills
Certifications
Bachelor's DegreeSPICED trainingWinning By Design training