Instructure

Vice President

• Develop and execute a comprehensive regional sales strategy to meet and exceed revenue targets and key performance indicators (KPIs).
• Recruit, train, mentor, and manage a team of Account Executives and Sales Managers, fostering a culture of high performance, accountability, and continuous improvement.
• Provide strong leadership and guidance to the regional sales team, including regular coaching, performance reviews, and professional development.
• Monitor and analyze market trends, competitor activities, and customer needs to identify new business opportunities and refine sales approaches.
• Build and maintain executive-level relationships with key customers and strategic partners within the assigned region.
• Collaborate closely with internal cross-functional teams, including Marketing, Product, Customer Success, and Professional Services, to ensure a cohesive and effective go-to-market strategy.
• Forecast regional sales accurately and provide regular reports on sales performance, pipeline health, and market insights to senior leadership.
• Manage regional budgets and resources effectively, optimizing for maximum return on investment.
• Represent Instructure at industry events, conferences, and customer meetings, promoting the company's brand and solutions.
• Ensure compliance with all company policies and procedures, as well as relevant industry regulations.

Regional Vice President

Human Resources

• Own the strategy and execution of how Instructure grows, develops, and retains its people.
• Develop and champion organizational design principles, spans and layers frameworks, and team effectiveness philosophies.
• Partner with leaders on workforce planning, succession planning, 9-box calibration, and talent reviews to ensure we have the right people in the right roles.
• Lead talent insights and analytics that inform strategic decisions about org structure and capability gaps.
• Build talent and organizational effectiveness frameworks that help our workforce develop new capabilities and grow alongside Instructure’s AI-enabled products and ways of working.
• Partner with business leaders to assess current-state capabilities, identify future-state skill needs, and create development roadmaps that upskill and prepare our people for what’s next.
• Stay ahead of industry trends in AI talent strategies and workforce design, bringing outside-in perspective on how leading tech companies are enabling their people to do their best work with AI.
• Lead the design and delivery of our THRIVE performance development framework, including year-end reviews, goal setting, and quarterly check-ins.
• Drive adoption and continuous improvement of performance practices that reinforce accountability, growth, and transparency across the organization.
• Partner with HRBPs to ensure performance management is embedded in the business—not a once-a-year HR exercise.
• Own the end-to-end engagement and employee listening strategy, including survey design, execution, analysis, and action planning.
• Translate engagement data into actionable insights for leaders. Build the muscle for managers to own engagement on their teams.
• Develop pulse and lifecycle listening mechanisms that give us real-time signal on the employee experience.
• Lead Instructure’s DIB strategy and partner with ERG leaders to create meaningful programming and community.
• Embed inclusive practices into talent processes—hiring, development, promotions, succession—so DIB isn’t a standalone initiative but how we operate.
• Track and report on DIB metrics; advise leadership on where we’re making progress and where we need to push harder.

Director, Talent Management – OD/OE

Customer Success Manager

• Own communication in the Customer Success inbound queue (email/slack/Jira), acting as the primary point of contact for non-technical customer inquiries.
• Leverage AI-powered tools to enhance daily productivity, rapidly synthesizing customer context and accelerating the resolution of complex inquiries.
• Triage incoming requests to distinguish between support issues, strategic adoption blockers, and commercial opportunities.
• Identify "at-risk" customers based on sentiment and inquiry type, escalating to leadership or specialized teams when necessary to prevent churn.
• Guide customers to existing self-service resources (Community, Knowledge Base, Toolkits) to foster independence and faster time-to-value.
• Utilize internal AI agents and Knowledge Base tools to retrieve answers efficiently and assist in drafting accurate, empathetic responses.
• Maintain accurate records of customer interactions in Salesforce and Gainsight to ensure a complete view of customer health.
• Collaborate with the Finance and AR teams to quickly resolve billing or administrative blockers that frustrate customers.
• Identify trends in inbound questions to provide feedback to the Content/Outbound team for future toolkit creation.
• Review and analyze the customer base to identify and surface growth opportunities to the Sales Account Executive based on inbound signals.

Digital Customer Success Specialist

Account Executive

• Schedule five (5) “1st new meetings” per week.
• Deliver five (5) “1st new meetings” per week.
• Schedule and hold a weekly meeting with a corresponding Sales Development Representative (SDR) to plan and execute territory strategy for pipeline creation.
• Build $20,000-$40,000 in new sales opportunities each week, depending on territory assignment.
• Maintain all Current Quarter Opportunities with accurate contacts, close dates, and Firm Future Commitments (FFCs).
• Make incremental progress to successfully attaining annual quota by year end.
• Manage a fully ramped annual sales quota of $600,000 - $800,000 and a sales pipeline of $1.5-2M.
• 25-50% Travel within assigned territory.
• Creating, Implementing, and Maintaining a quarterly territory plan
• Executing a prospecting methodology as part of their regular routine
• Managing an enterprise solution sale with a 6 to 12 month purchasing cycle and multiple buyers. Quarterbacking the sale through the entire sales process ending after the transition to a Customer Success Manager.
• Continually learning about new products and improving selling skills. The Account Executive (Parchment Pathways) is required to attend training events throughout the year and expected to participate in self-paced tutorial learning when appropriate.
• Providing regular reporting of pipeline and forecasts using Salesforce.
• Keeping abreast of competition, competitive issues and products.
• Attending and participating in sales meetings, product seminars, and trade shows.
• Preparing written presentations, reports, and price quotations.
• Conducting and managing contract negotiations.
• Ability to upsell and sell additional products/services into existing clients.

Account Executive, Strategic

• Drive Regional Performance: Meet or exceed renewal targets, sales growth targets and customer health goals for the LATAM territory.
• Forecast & Strategy: Participate in regular forecast calls to provide accurate visibility into retention risks and growth opportunities within the LATAM book of business.
• Team Development: Actively coach, develop, and mentor CSMs, fostering a high-performance culture that values accountability and continuous improvement.
• Operational Excellence: Manage and oversee key team projects to completion, ensuring processes are optimized for the specific needs of LATAM customers.
• Cultural Leadership: Create an exemplary team culture that promotes inclusivity, collaboration, and a "lead by example" disposition.
• Advocacy: Serve as the "Voice of the LATAM Customer" to global departmental leaders, sharing localized insights, regional challenges, and product impact data to influence the global roadmap.
• Cross-Market Management: Adapt success strategies to fit the unique needs of different segments, ensuring a consistent level of excellence across K-12, Higher Ed, and Professional/Corporate markets.

Sales

• Develop and execute comprehensive regional sales strategies and plans to achieve and exceed revenue targets and key performance indicators (KPIs).
• Lead, coach, and motivate a team of Account Executives, fostering a culture of high performance, accountability, and continuous improvement.
• Recruit, onboard, and develop top sales talent, ensuring a strong and sustainable sales pipeline within the region.
• Accurately forecast regional sales performance and manage a robust sales pipeline, providing regular updates to senior leadership.
• Cultivate and maintain strong relationships with key customers, strategic partners, and industry influencers.
• Analyze market trends, competitor activities, and customer needs to identify new opportunities and adapt sales strategies accordingly.
• Collaborate cross-functionally with marketing, product, and customer success teams to ensure a cohesive and impactful customer experience.
• Negotiate and close complex sales agreements, demonstrating strong business acumen and an understanding of customer value.
• Ensure compliance with all company policies, procedures, and ethical standards.
• Represent Instructure at industry events, conferences, and customer engagements.

Regional VP – Sales

Customer Support

• Establish the CS Operating Model: Design and own the "Rhythm of the Business" (ROB), defining the global cadence for renewal forecast calls, pipeline reviews, and QBRs to ensure consistency across business units.
• Strategic Execution Partner: Serve as the primary operational partner to CS leadership (e.g., SVP of CS & Renewals), translating strategies into actionable playbooks and workflows.
• Lead CX Systems Strategy: Manage and mentor the CX Systems Lead. Set the roadmap for system evolution (Gainsight, Salesforce), acting as the business architect while your report delivers technical configuration.
• Performance Management & Insights: Define key performance metrics in partnership with the Insights team, ensuring CS leaders have visibility into NRR, health scores, and team productivity.
• Cross-Functional Orchestration: Represent CS in Revenue Operations forums, aligning with Sales Ops, Marketing, and Finance to integrate the customer journey with the broader GTM strategy.
• Change Management: Lead change initiatives for new CS motions, including stakeholder mapping, communication planning, and frontline rollout to drive adoption.

Senior Manager, Customer Experience Operations

• Spearhead the "AI Readiness" of our knowledge base, ensuring that data structures, tagging, and taxonomy are optimized not just for human search, but for retrieval by Large Language Models (LLMs) and future Agentic AI tools.
• Serve as the "Voice of Digital CS" in cross-functional meetings, advocating for knowledge governance that supports both our current team and our future AI strategy.
• Build and maintain the "Digital Toolkit Library," acting as the strict guardian of our content structure to ensure zero clutter and maximum findability for humans and agents alike.
• Partner with Product and AI teams to define the metadata and structural standards required to train our internal AI agents on customer success best practices.
• Influence stakeholders in Product, Sales, and Finance to align on standard operating procedures, ensuring that the inputs our team receives are accurate, structured, and "AI-ready."
• Translate complex internal changes into clear, structured updates for the CS team, ensuring everyone is singing from the same song sheet.
• Identify opportunities for process improvement and lead the change management required to get other departments to adopt workflows that support cleaner data capture.
• Audit existing workflows to remove technical debt, serving as the project manager for operational cleanup initiatives that prepare us for automation.

Knowledge Strategist – Customer Success

Marketing

• Design and manage 1:1, 1:few, and 1:many ABM programs, delivering personalized, relevant experiences through integrated email, paid media, direct mail, and content.
• Collaborate with sector marketing, sales, and customer success to prioritize target accounts, define buying groups, and tailor messaging for business and government learners.
• Use Demandbase to orchestrate and measure multi-channel account journeys, complementing campaigns in Marketo and Outreach.
• Partner with content and creative teams to develop resonant assets aligned to buyer journeys and informed by predictive scoring and intent data.
• Manage budgets and timelines while continuously experimenting with ABM tactics and tools.
• Lead and analyze research projects to surface insights, inform strategies, and refine targeting and segmentation.
• Work hand-in-hand with sales, customer success, SDRs, and marketing operations to ensure marketing activity supports objectives such as competitive conquesting, pipeline generation, and revenue outcomes.
• Use Salesforce, Marketo, and Outreach for campaign alignment, tracking, and seamless lead/account handoffs.
• Collaborate with marketing operations to design dashboards in Tableau and/or Demandbase for ABM performance, predictive trends, and account engagement insights.
• Use Asana to create scalable project organization and visibility systems.
• Continuously refine targeting strategies for business alignment.
• Define and track KPIs for engagement, pipeline influence, and revenue contribution from ABM programs.
• Collaborate with Revenue Ops on KPIs connecting ABM influence to pipeline velocity, opportunity conversion, and customer expansion.
• Use data insights to enhance segmentation, messaging, and tactics — driving continuous improvement.
• Share best practices and learnings to elevate ABM strategy across the organization.

Account Based Marketing Manager

Analytics Engineer

• Define and own the multi-year roadmap for the data platform, aligning investments in infrastructure, tooling, and headcount with business strategy.
• Lead and grow two high-performing teams—Data Engineering and Analytics Engineering—cultivating a collaborative, feedback-rich environment with clear career pathways.
• Architect and oversee scalable data pipelines across ingestion, transformation, orchestration, and delivery, for both batch and streaming use cases.
• Champion best practices in analytics engineering, including semantic layer design, dbt modelling standards, data contracts, and metrics governance.
• Partner with Data & Decision Science, Product, Finance, and Commercial teams to deliver high-quality, self-serve data solutions aligned to business needs.
• Ensure data platform reliability, observability, SLAs, and incident response, treating the platform as a product with real users.
• Drive vendor and tool evaluations for the modern data stack (cloud warehouse, orchestration, cataloging, transformation, reverse ETL, etc.).
• Set and enforce data quality, documentation, and governance standards to build trust across the business.
• Champion use of AI coding assistants and LLM-powered tooling (e.g. Cursor, GitHub Copilot, Claude) to accelerate delivery and reduce toil.
• Implement AI-native patterns—LLM-generated documentation, anomaly detection, data quality monitoring, and automated root-cause analysis.
• Prototype NL-to-SQL and AI-powered BI tools to empower self-serve analytics for non-technical users.
• Build foundational data infrastructure (feature stores, vector stores, model metadata, evaluation datasets) to enable AI and ML experimentation and scale.

Director, Data & Analytics Engineering

Learning and Development

• Build and maintain strong relationships with key stakeholders to understand and prioritize their needs, providing exceptional value and a positive consulting experience.
• Collaborate with stakeholders to create and execute detailed communication, training, and engagement plans.
• Provide change leadership using the Instructure Success Model to support client vision and institutional goals.
• Analyze data to align efforts with client objectives, track impact, identify challenges, and recommend targeted strategies for success.
• Mentor and motivate institution leaders, faculty, designers, and staff, inspiring educators to achieve measurable success with Instructure products.
• Customize deliverables to client use cases, goals, and plans; design and facilitate effective consulting sessions connecting product usage to best instructional practices.
• Follow up after sessions to monitor progress and ensure continued success.
• Work cross-functionally with Instructure teams and customers to optimize product usage across organizations.
• Tackle a variety of tasks to support client rollout while upholding internal procedures, security/privacy protocols, and institutional policies.
• Travel as needed to support on-site rollout and implementation.
• Understand business functions, identify support needs, and recommend additional consulting when necessary.
• Develop actionable insights and solutions using critical thinking, research, and problem-solving skills.
• Build capacity at client sites for sustainable success after the consulting period ends.
• Lead team subject matter experts, improve workflows, update documentation, support use of AI-driven knowledge base, and communicate changes effectively.
• Develop foundational knowledge of revenue, forecasting, and budgeting concepts.
• Serve as a liaison between dedicated and flexible learning consultant services.
• Update team resources in line with branding, style guides, and product updates.
• Project manage key team or departmental projects.

Senior Learning Consultant

Manager

• Oversee the daily operations of global benefits programs, including health insurance, retirement plans, life disability, and wellness initiatives.
• Manage the administration of global leave programs, including FMLA, Workers’ Compensation, Maternity, Paternity, Paid Time Off, Short/Long-Term Disability, and ADA accommodations.
• Act as the primary point of contact for global benefit brokers and local consultants to ensure consistent service delivery across all regions.
• Ensure all programs comply with local, state, and federal regulations. Lead annual filings, audits, and the maintenance of internal policies.
• Adapt global total rewards strategies to meet local market customs and cultural expectations while maintaining alignment with the overall corporate talent strategy.
• Develop and deliver communication materials and education programs to help employees maximize their benefits.
• Conduct regular data analysis to evaluate program usage, cost-efficiency, and effectiveness to support in future strategy design.
• Participate in and analyze global benefit surveys to identify market trends and provide data-driven recommendations for program enhancements.
• Monitor and reconcile monthly premium billings, conduct plan audits, and assist in managing the global total rewards budget.
• Lead the annual open enrollment process, including system testing in the HRIS, material preparation, and employee support.
• Continuously evaluate internal administrative processes to identify opportunities for automation within the HRIS or through third-party vendors.
• Serve as the final point of escalation for complex employee benefit issues or claims disputes, coordinating with carriers to find resolutions.

Benefits Manager

• 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.

Senior Account Executive

Recruitment

• Lead, mentor, and upskill a team of NORAM recruiters, ensuring high engagement and performance against hiring targets.
• Act as the lead recruiter for all Director+ and niche leadership roles across the US and Canada.
• Partner with C-suite and VP-level stakeholders to build multi-quarter headcount plans and localized sourcing strategies.
• Champion the use of AI tools for sourcing, automated scheduling, and candidate screening to reduce Time-to-Fill.
• Ownership of NORAM recruiting metrics. Use data to identify bottlenecks and present quarterly business reviews (QBRs) to leadership.

Manager, Talent Acquisition – NORAM

Business Operations

• Lead Enterprise Strategy & Planning: Own the annual strategy and planning cycle — from long-range vision to yearly investment allocation.
• Drive Strategic Execution: Govern the company’s OKR and business review process to ensure accountability and measurable progress toward strategy.
• Oversee Strategic Initiative Portfolio: Manage cross-functional initiatives that advance Instructure’s strategic priorities; align resources and resolve execution bottlenecks.
• Operationalize Visibility: Build and continuously evolve the enterprise “Strategy Scorecard” and shared dashboards to quantify progress and impact.
• Build Organizational Maturity: Establish consistent systems, processes, and decision-rights frameworks to move the company from reactive to managed to strategic.
• Coach & Influence: Serve as a trusted advisor to senior leadership; lead, mentor, and scale the BizOps team; drive cultural adoption of data-informed, strategy-driven execution.