Instructure

Data Engineer

• End-to-End Pipeline Engineering: Design, build, and deploy scalable ETL/ELT pipelines from diverse source systems into our Snowflake Data Cloud.
• Cloud Infrastructure: Manage and optimize data flows within an AWS environment (S3, Lambda, IAM), ensuring high availability, security, and cost-efficiency.
• High-Scale Processing: Leverage Databricks and Python (PySpark) to handle complex transformations and high-volume data processing.
• Implement the Semantic Layer: Collaborate with the team to define, implement and scale our Semantic Layer (via dbt Semantic Layer, MetricFlow, or similar) to standardize business logic, metrics, and dimensions for all downstream consumers.
• Model for Truth: Use dbt to build modular, version-controlled, and tested data models that serve as the definitive foundation for business intelligence.
• Data Governance & Quality: Implement automated testing and monitoring to ensure the integrity and reliability of finished data marts.

Senior Data Engineer

Sales Development Rep

• The Sales Development Representative has the responsibility for introducing the Instructure Learning Platform to new clients. This is done through outbound contacting, trade shows, email campaigns and response to inbound leads.
• The SDR will be responsible to own and manage the prospecting for a designated territory and is responsible to create quarterly plans to achieve quotas.
• Additionally, SDRs provide regular, accurate forecasts and update lead status using Salesforce.

Sales Development Representative – German/Italian Speaker

Sales

• Own annual and quarterly bookings, recurring revenue, pipeline, and forecast commitments for the Higher Education business
• Develop and execute go-to-market strategy for public, private, community college, and system-level institutions
• Drive new customer acquisition while expanding existing strategic accounts across the Instructure portfolio
• Deliver consistent forecast accuracy through disciplined pipeline inspection and operational rigor
• Identify new growth opportunities, market trends, and competitive strategies to accelerate business performance
• Lead, coach, and develop Regional Vice Presidents, Directors, and front-line sales leaders
• Build a high-performance culture focused on accountability, collaboration, coaching, and execution
• Recruit and retain top enterprise sales talent and develop emerging organizational leaders
• Establish clear operating rhythms, performance expectations, and leadership development plans
• Foster an inclusive, customer-focused culture that empowers teams for exceptional results
• Build executive relationships with presidents, provosts, CIOs, instructional leaders, and procurement executives
• Serve as executive sponsor for strategic customers and high-impact opportunities
• Collaborate with Marketing to amplify demand generation and market awareness
• Contribute to pipeline reviews, forecast calls, and executive business planning
• Ensure consistent adoption of sales methodology, CRM, and best operational practices

Vice President of Sales, Higher Education

• Own end-to-end GTM strategy and sales execution across the full Americas region, including North America and Latin America.
• Lead, develop, and hold accountable a distributed team of sales leaders and individual contributors.
• Drive regional revenue performance, including pipeline health, forecast accuracy, and deal execution.
• Build a unified regional approach that leverages shared market dynamics, customer goals, and institutional challenges across the Americas.
• Partner cross-functionally with Marketing, Customer Success, and Product to align strategy and customer experience.
• Serve as a senior executive presence with key accounts, prospects, and strategic partners across the region.
• Shape and evolve the go-to-market structure as Instructure scales, with a focus on efficiency and sustainable growth.
• Represent the Americas in executive-level planning, forecasting, and operational reviews.

Head of Sales, Americas

Account Executive

• Support Account Executives by:
• - Conducting customer research for potential new leads.
• - Analyzing historical customer data.
• - Creating stakeholder engagement plans and creating bespoke communication strategy (e.g., emails, contact details) for new and existing customers.
• - Scheduling internal and external executive-level meetings in service of the end-to-end sales process.
• - Drafting business cases and pricing proposals based on guidance from Account Executive or Senior Account Executive.
• - Processing signed contracts and conducting post-sales customer review.
• - Participating in shadowing opportunities where Instructure products are introduced/sold to new higher education accounts.
• - Maintaining accurate records of sales activities, pipeline status, and forecasts in Salesforce in partnership with the team.

Associate Account Executive

Accountant

• Assist with month-end and quarter-end close processes for revenue and deferred revenue accounts.
• Prepare and review journal entries, reconciliations, and supporting documentation for revenue-related transactions.
• Analyze revenue contracts to ensure proper revenue recognition in accordance with ASC 606.
• Collaborate with sales, legal, and operations teams to understand contract terms impacting revenue.
• Support preparation of schedules and analyses for internal and external auditors.
• Assist in the development and improvement of revenue accounting processes and controls.
• Participate in special projects as needed to support the accounting department.
• Maintain accurate records and documentation for all revenue-related activities.

Associate Revenue Accountant

Consultant

• Work with internal resources and end users to determine technical requirements for authentication, SIS integration, etc.
• Assess, evaluate, and propose technical solutions according to customer needs and constraints
• Provide technical consultation and assistance for internal resources and customers including best practices and opportunities for efficiency improvement
• Pilot and test new middleware software designed to assist in transferring data between customer data source software and Canvas
• Maintain solution ownership from planning to delivery
• Ensure proper documentation is complete, current, and stored appropriately from task start to finish
• Focus on clear and concise communication, both oral and written, to ensure proper expectations are set and comprehension of complex and technical topics is established
• Build and maintain custom tools to increase workflow and productivity for the team
• Minimize Instructure’s exposure and risk as it applies to technical integrations and configurations

Technical Consultant

Financial Planning and Analysis

• Lead finance support for GTM departments and business segments, including annual planning, forecasting, reporting, financial modeling, and analysis. Partner with department stakeholders to build accurate, insightful financial plans.
• Own the P&L process and analysis for GTM functions, including resource allocation, and operating expenses.
• Drive coordinated headcount and resource planning to keep investment aligned with growth targets and operational priorities.
• Prepare and present financial reports, dashboards, and presentations to senior leadership, with clear, actionable recommendations.
• Partner with the teams on commission analysis, accrual, and payout. Reconcile commission expense to plan and explain the variances.
• Partner with corporate FP&A on the long-range planning model, supporting cross-functional communication and updates on key drivers.
• Develop repeatable business, operational, and financial processes that all key partners understand.
• Mentor a senior analyst, building a collaborative, high-performing environment.
• Support strategic initiatives and special projects with financial modeling, analysis, and recommendations.
• Find and build AI-driven process improvements across GTM Finance by identifying the manual workflows worth automation.

Senior Finance Manager

Representative

• Manage a diverse portfolio of renewal accounts, including medium and large-scale contracts, to ensure timely and accurate renewals.
• Develop tailored renewal strategies to maximize customer retention and identify expansion opportunities.
• Collaborate closely with Customer Success Managers (CSMs) and Sales Representatives to align on account strategies and customer health.
• Create, deliver, and manage complex renewal quotes, ensuring alignment with customer needs and usage data.
• Conduct renewal forecasting with a high degree of accuracy, providing management with regular updates on progress and risks.
• Lead renewal negotiations, including addressing customer objections, pricing discussions, and contract adjustments
• Serve as a subject matter expert (SME) on quoting tools and CRM best practices, driving data integrity and operational efficiency.
• Collaborate with Product and Marketing teams to understand and communicate product updates or enhancements that may affect renewals.
• Track and report on key renewal performance metrics to identify trends and inform process improvements.

Senior Renewal Representative

DevOps Engineer

• Design & Implement Observability: Build and manage a centralized monitoring, logging, and alerting strategy for all custom integrations.
• Define Service Level Objectives (SLOs): Work with stakeholders to define SLOs and Service Level Indicators (SLIs) that align with customer expectations and business impact.
• Architect for Reliability: Partner with Solution Architects and Developers to establish and enforce best practices for integration architecture, ensuring solutions are built for scalability, resiliency, and performance from day one.
• Troubleshoot & Remediate: Serve as the primary escalation point for critical incidents related to custom integrations. Lead troubleshooting efforts and perform hands-on development work to resolve complex, high-stakes issues.
• Manage Integration Infrastructure: Own the cloud infrastructure (AWS, Azure, etc.) that hosts our custom solutions, focusing on security, cost-optimization, and scalability.
• Champion Infrastructure as Code (IaC): Partner with our core engineering team to align on best practices and systems to manage deployments and infrastructure.
• Automate Everything: Develop and manage CI/CD pipelines for the safe and efficient deployment of integration code and infrastructure changes.
• Bridge Team Gaps: Create and document clear operational handoffs and processes between teams to ensure a seamless flow from development to production support.
• Lead Post-Mortems: Foster a blameless post-mortem culture to analyze incidents, identify root causes, and drive actionable improvements to prevent recurrence.
• Create a Knowledge Hub: Develop runbooks, architectural diagrams, and best-practice guides to empower all of Professional Services with the knowledge to better support our solutions.

Site Reliability Engineer, Infrastructure

• Schedule and deliver five (5) “1st new meetings” per week.
• Schedule and hold weekly meetings with a Sales Development Representative (SDR) to execute territory strategy for pipeline creation.
• Generate $25,000-$50,000 in new sales opportunities weekly, depending on territory assignment.
• Maintain all current quarter opportunities with accurate contacts, close dates, and notes.
• Make incremental progress toward attaining annual quota by year end.
• Manage a fully ramped annual sales quota of $350,000 - $500,000 and a sales pipeline of $1M-2M.
• Create, implement, and maintain a quarterly territory plan.
• Execute a consistent prospecting methodology as part of your routine.
• Manage SaaS portfolio solution sales with 2 to 6 month purchasing cycles and multiple buyers, quarterbacking the sale through completion and transition to Customer Success Manager.
• Continuously learn about new products and improve your selling skills.
• Provide regular reporting of pipeline and forecasts using Salesforce.
• Stay informed about competition, industry trends, and new product offerings.
• Attend and participate in sales meetings, product seminars, and trade shows.
• Prepare written presentations, reports, and price quotations.
• Conduct and manage contract negotiations.
• Demonstrate the ability to sell more than one product to new logo clients.

Account Executive – K12

Associate

• Review, collect, clean, analyze, and report on data from active research studies
• Participate in customer calls and contribute to project conversations
• Develop logic models and conduct literature or survey-based research
• Support internal projects and other tasks as assigned

Associate Researcher

Director

• Sell Canvas to new clients in the West & Central US Region
• Prepare and tailor messaging for prospective clients, sharing insight to help them evaluate solutions
• Guide prospective clients through the purchasing process, ensuring timelines are met
• Accurately forecast quarterly and annual performance
• Develop and execute sales strategies to increase the client pipeline
• Build relationships with key buyers and navigate complex academic institutions
• Consistently meet or exceed sales quotas within the specified time frame
• Partner with Regional Directors and clients in the field to gain referrals and grow market share
• Log accurate account information into Salesforce CRM in a timely manner

Regional Director

Graphics Designer

• Brand stewardship: Maintain and evolve the visual identity of the Instructure learning ecosystem, including the visual relationship between our company and ecosystem and its respective products, programs, and services. You’ll ensure our brand remains consistent across digital, print, and environmental touchpoints.
• Multi-channel campaign design: Execute visual assets for global marketing campaigns, including social media, web banners, email templates, and long-form content.
• Event creative: Support large-scale events like InstructureCon by designing employee and attendee enablement pieces, including Zoom backgrounds, presentation graphics, one-pagers, and social media kits.
• Collaboration: Work with copywriters, content creators, and channel managers to ensure a cohesive user journey.
• Asset management: Manage a high-volume ticket queue (via Asana) and help maintain an organized, accessible library of brand assets for internal stakeholders.