Instructure

Vice President

• Shape and execute Instructure’s partner ecosystem strategy to drive business growth
• Scale and manage the Channel Partner Program, including onboarding, enablement, and performance measurement
• Recruit, onboard, enable, and support reseller partners in collaboration with Sales
• Develop and execute go-to-market activities with strategic technology partners including AWS, Google, Microsoft, and Salesforce
• Support and expand Integration and Services partner programs, including benefits, events, technology access, performance measurement, and marketplace/ISV growth
• Evaluate, negotiate, and implement strategic EdTech partnerships for product and service resale
• Lead go-to-market plans with cross-functional teams
• Develop and execute strategies and success metrics for government, education consortia, and research and education network relationships
• Identify and implement alternative revenue models across Instructure’s product portfolio
• Forecast accurately, deliver on sales targets, and manage budgets
• Drive reseller pipeline, bookings, partner engagement, partnership revenue, and customer retention
• Collaborate with senior leaders across Sales, Product, Revenue Operations, Corporate, and Marketing

VP, Partner Ecosystem

Sales Operations Manager

• Own the end-to-end go-to-market lifecycle for pod products, from market sizing and early strategy through launch, field execution, post-launch performance tracking, and handoff to the core business
• Shape go-to-market approaches with Pod Founders, marketing, and sales overlay, including ideal-customer definition, pricing and packaging, channel strategy, and competitive positioning
• Design coverage models, pipeline processes, forecasting cadences, and rules of engagement for initial seller cohorts
• Build and maintain Salesforce and Excel analytics tracking pipeline health, win/loss, attach rates, average contract value, and renewal trends
• Lead CRM buildout, playbook documentation, tool configuration, and alignment across enablement, marketing, finance, deal desk, and IT
• Define the graduation criteria and integration motion for products moving from pods into the full seller base
• Present clear, data-backed narratives in planning forums, business reviews, executive sessions, and annual planning
• Establish performance visibility across active pods and drive the go-to-market motion for at least one pod through a checkpoint

Executive Assistant

• Own the CGO’s calendar: prioritize ruthlessly, protect time for deep work, and ensure every meeting has a purpose.
• Build meeting agendas that drive clarity and decisions, ensuring the CGO is prepped in advance.
• Book and manage all domestic and international travel, end to end.
• Arrange ground transportation, lunches, and logistics proactively.
• Process and reconcile expenses accurately and on time.
• Partner closely with the CGO’s direct reports, VPs, Chief of Staff, and their teams to anticipate and prepare for upcoming needs.
• Plan and execute elevated recognition events and team moments that feel authentic and personal.
• Source and send thoughtful gifts and touches that reflect our culture.
• Anticipate needs, flag risks, and bring forward solutions—not just problems.
• Handle sensitive information with discretion and sound judgment.

Senior Executive Assistant

Accountant

• Account for sales commissions in accordance with ASC 340-40 (the standard for capitalizing and amortizing the incremental costs of obtaining a customer contract, including sales commissions), ensuring accuracy and compliance.
• Analyze commission plans, sales arrangements, and contract terms to determine the appropriate capitalization and amortization treatment.
• Collaborate with cross-functional teams including Sales, Sales Operations, Payroll, and FP&A to review and assess the commission implications of new plans, deals, and offerings.
• Prepare and maintain documentation supporting commission accounting policies and procedures.
• Assist in the implementation and enhancement of commission management software and systems.
• Conduct periodic reviews and reconciliations of commission-related accounts, including clawbacks and true-ups.
• Participate in internal and external audits, providing necessary documentation and support.
• Stay current on changes in accounting standards and regulations related to commissions and contract cost accounting.
• Provide guidance and support to junior team members, fostering a collaborative and growth-oriented environment.

Senior Commissions Accountant

Communications

• Lead Instructure's communications strategy across key markets in EMEA, Latin America, and Asia Pacific.
• Develop communications narrative and messaging pillars, and activate them across international markets.
• Integrate PR and communications into existing marketing strategies, and pioneer new, innovative ways to engage each market from a PR and communications perspective.
• Accountable to region-specific marketing leads to integrate communications campaigns and strategies that align with their respective strategic remits.
• Partner with international spokespeople and regional teams to spot industry trends and establish thought leadership.
• Use byline articles and interviews to position our core messages and amplify customer stories across priority markets.
• Localize and coordinate the distribution of global announcements.
• Build strong relationships with journalists, market research analysts, and influencers.
• Guide international spokespeople through proactive and reactive crisis management and issue response.
• Coordinate with PR agencies, as well as initiate outreach on your own, to win media placements in trade, general, and business press.
• Partner with the international editorial team and manage the regional press and media resources pages on the Instructure website.
• Produce quarterly share of voice and earned media reports.
• Draft, monitor, and evaluate OKR (Objectives, Key Results) progress throughout the year.

Director, International Communications

Performance Marketing

• Build, launch, and manage paid campaigns across LinkedIn, Google Ads, Demandbase, CTV, and digital listing platforms (G2, Capterra, and similar).
• Own the ad build process end to end, from asset trafficking and audience setup to tagging, QA, and go-live.
• Run A/B tests on ad creative, copy, audiences, and landing pages. Document what you learn and apply it.
• Manage campaign budgets across platforms, monitoring pacing daily and making adjustments to hit efficiency targets.
• Configure and maintain ABM campaigns, including account targeting, intent signals, and journey stages using third party tools like DemandBase, 6Sense, etc.
• Own a regular reporting cadence with each of our region stakeholders, pulling performance data, building dashboards, and presenting findings to campaign managers and stakeholders.
• Analyze campaign results across platforms to identify trends, flag underperformance, and surface optimization opportunities.
• Maintain clean UTM hygiene and coordinate with marketing ops to ensure accurate attribution and reporting.
• Experience with Salesforce reporting and tying digital campaign data back to pipeline impact.
• Track spend and performance against quarterly goals, and flag budget risks or reallocation needs proactively.
• Stay current on platform updates, betas, and new ad formats across paid channels.
• Manage relationships with platform reps to stay informed on new features and opportunities.
• Keep internal documentation current - ad specs, audience lists, budget trackers, and test logs.

Performance Marketing Specialist

Accounts Payable

• Review and process vendor invoices through Coupa, ensuring invoices are accurately validated and routed for approval.
• Perform invoice matching, including verification against purchase orders (POs), contracts, and supporting documentation.
• Review and maintain accurate general ledger (GL) coding to support proper financial reporting.
• Investigate and resolve invoice discrepancies by collaborating with vendors and internal stakeholders.
• Prepare and support payment processing activities in accordance with company policies and payment schedules.
• Review employee corporate card transactions in Brex to ensure compliance with company travel and expense policies.
• Validate expense submissions for required documentation, appropriate business purpose, and accurate coding.
• Follow up with employees regarding missing receipts, incomplete expense details, or policy exceptions.
• Respond to internal and external inquiries regarding invoice status, payments, and expense-related questions.
• Assist with process improvements and special projects that enhance efficiency and strengthen financial controls.

Accounts Payable Clerk

Backend Engineer

• Lead the architectural design and technical direction for our PaaS product features, services, and platform components, ensuring alignment with overall company strategy and technical vision.
• Drive the development of complex software solutions, writing high-quality, maintainable, and well-tested code across various technologies and platforms.
• Provide technical leadership and mentorship to multiple engineering teams, fostering best practices in software development, code quality, and system design.
• Collaborate closely with Engineering managers, SRE, and other stakeholders to understand requirements, translate them into technical specifications, and deliver innovative solutions.
• Identify and evaluate new technologies, tools, and methodologies to improve development processes, system performance, and product capabilities.
• Conduct thorough code reviews, provide constructive feedback, and ensure adherence to coding standards and architectural principles.
• Troubleshoot and resolve complex technical issues, performing root cause analysis and implementing preventative measures.
• Act as a subject matter expert in relevant technical domains, sharing knowledge and expertise across the organization.
• Contribute to the continuous improvement of engineering processes, tools, and infrastructure.

Platform Architect

Revenue Operations

• Own the forecasting strategy for bookings, ARR, and revenue, setting modeling standards and methodology, in partnership with sales, marketing, and revenue operations leadership.
• Serve as a key finance partner to senior and executive leadership, presenting bookings, ARR, and revenue analysis and recommending action on key drivers, risks, and opportunities.
• Define and evolve the KPI framework across bookings, net new ARR, renewal rates, and revenue, translating that into insights that shape growth strategy.
• Lead SQL-based data validation and reconciliation against Snowflake, and set standards for how the broader team pulls and QAs bookings and revenue data.
• Partner with sales operations and enterprise systems leadership to drive data accuracy and reporting infrastructure improvements at a systems level.
• Own variance analysis across bookings, ARR, and revenue, and turn findings into recommendations that influence forecast and budget decisions.
• Lead the annual planning and budgeting process for bookings and revenue, coordinating across finance, sales, and executive stakeholders.
• Own investor-facing reporting and analysis (including board- and KKR-level reporting), ensuring accuracy and a clear narrative for external stakeholders.
• Lead ad hoc financial analysis for strategic initiatives, M&A activity, and new product launches, often working directly with executive sponsors.
• Identify and drive FP&A process improvements and best practices across the team, with accountability for outcomes.
• Mentor and develop team members, providing guidance and support as appropriate.

Senior FP&A Manager – Revenue, SaaS Metrics

Account Executive

• Develop and execute strategic account plans to achieve and exceed individual sales quotas in the K-12 education market.
• Proactively identify, qualify, and close new business opportunities within target K-12 accounts.
• Manage the entire sales cycle from prospecting and lead generation to contract negotiation and closing specific to K-12 clients.
• Build and maintain strong, long-lasting customer relationships by understanding the unique needs of K-12 education customers and aligning Instructure's solutions to address them effectively.
• Conduct compelling presentations and product demonstrations to prospective K-12 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 K-12 clients.
• Accurately forecast sales opportunities and maintain up-to-date information in the CRM system.
• Stay informed about K-12 education industry trends, competitive landscape, and Instructure's product roadmap.
• Negotiate complex deals and contracts with K-12 organizations, ensuring mutually beneficial outcomes.
• Act as a trusted advisor to K-12 clients, offering insights and solutions that drive their success.

Senior Account Executive – K12

Sales Development Rep

• Manage all day-to-day operations of an eight-person SDR team across multiple regions and time zones
• Coach and mentor your team members on a regular basis
• Manage internal career path opportunities for your SDRs and help support promotions
• Hire and onboard new, high-performing SDRs as needed
• Focus on generating high quality pipeline for our Sales team that will contribute to bookings
• Be data-driven. Be comfortable building targets for team members, forecasting pipeline generation, analyzing data, and building and reviewing reports in Salesforce and Tableau
• Build relationships cross-functionally with Sales, Marketing, RevOps, and other teams
• Manage multiple projects and strategies simultaneously
• Develop and implement creative outbound strategies to continue driving high performance
• 25% travel across EMEA/Local

Sales Development Manager

Full-stack Engineer

• Build and design production features in Rails, TypeScript, and React
• Develop serverless/edge APIs and jobs on AWS (e.g., Lambda, API Gateway, S3/CloudFront, EventBridge/Queues).
• Model data and ship performant Postgres queries (migrations, indexing, connection mgmt, query optimization).
• Write with accessibility (WCAG aware UI) and testing (unit/integration/e2e) in mind
• Participate in code reviews and CI/CD management
• Collaborate with Product/Design and contribute to technical direction.

Software Engineer

Solutions Engineer

• Partner with Account Executives and Regional Directors to manage complex, multi-stakeholder opportunities from discovery through to close, and progress those opportunities through evaluation, shortlist, and proof-of-concept stages to support win rate and quota attainment across your supported cohort.
• Develop and deliver tailored product demonstrations that are simple but engaging, across Higher Education, K12, further education, government, and corporate learning.
• Discover and analyse individual customer goals and pain points, looking beyond the immediate requirement to design solutions that fit the customer's wider ecosystem and long-term objectives.
• Analyse and respond to technical requirements in RFIs and RFPs, determining which Instructure solutions, services, and partners are needed to meet client needs.
• Address integration and deployment requirements including SIS interoperability, SSO and identity, APIs, data residency, hosting, security reviews, and compliance frameworks.
• Document customer requirements to support a successful evaluation, proof of concept, and implementation, and facilitate a clean handoff to post-sales teams.
• Partner closely with our customer experience teams to ensure an outstanding customer experience, for life.
• Share your expertise across the EMEA SE team, mentoring colleagues, contributing to enablement and professional development, and maintaining an organised, current, and instructionally relevant demo environment and technical toolkit.
• Be a lifelong learner, developing your own and your team's skills continuously, and stay informed on regional education trends, procurement policies, and digital transformation initiatives across EMEA.

Senior Solutions Engineer

• Lead the forecasting process for revenue, ARR, and bookings, including building detailed models, analyzing trends, and partnering with sales, marketing, and revenue operations teams.
• Prepare and present revenue, ARR, and bookings reports to senior leadership, identifying key drivers, risks, and opportunities.
• Build and maintain KPIs across revenue, net new ARR, renewal rates, and bookings, translating data into business performance and growth insights.
• Write and maintain SQL queries against Snowflake to pull, validate, and reconcile revenue and bookings data across systems.
• Partner with sales operations and enterprise systems teams to ensure data accuracy and improve reporting infrastructure.
• Conduct variance analysis between actuals, forecast, and budget, and turn findings into actionable recommendations.
• Support annual planning and budgeting processes for revenue and bookings, working closely with cross-functional teams.
• Run ad-hoc financial analysis for strategic initiatives, M&A activity, and new product launches.
• Identify and implement opportunities to improve FP&A processes and best practices.
• Mentor junior team members as appropriate.

FP&A Revenue Manager

• Develop and execute strategic sales plans to achieve and exceed assigned quotas and targets.
• Identify, qualify, and develop new business opportunities within assigned territories or accounts.
• Manage the complete sales cycle: prospecting, presentations, proposals, contract negotiations, and closing.
• Build and maintain strong, long-lasting customer relationships, serving as a trusted advisor and understanding client needs to provide the right solutions.
• Conduct compelling product demonstrations and clearly communicate the value of Instructure’s offerings.
• Partner closely with internal teams—including sales engineering, marketing, and customer success—to ensure a seamless customer experience.
• Keep accurate and current sales forecasts and customer details in the CRM system.
• Stay up-to-date with industry trends, competitor activity, and product advancements.