Instructure

Senior Account Executive

Instructure

full-time

Posted on:

Location Type: Remote

Location: United States

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Salary

💰 $90,000 - $110,000 per year

Job Level

Senior

About the role

  • 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.

Requirements

  • 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.
Benefits
  • 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
Applicant Tracking System Keywords

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

Hard Skills & Tools
enterprise software salessales cycle managementnegotiationsales forecastinglead generationcontract finalizationpresentation skillsbusiness acumencustomer relationship management
Soft Skills
communicationinterpersonal skillsself-motivatedresults-orientedteam collaboration