Instructure

Account Executive

• Sell Canvas, MasteryConnect, LearnPlatform, and more along with services in your assigned territory
• Hunting for new logo business, while upselling/cross-selling current accounts.
• Share new insight that helps prospects properly evaluate different solutions
• Prepare and tailor messaging for prospective clients
• Help guide prospective client through the purchasing process to meet agreed upon timelines
• Accurately forecast your quarterly and annual performance
• Develop sales strategies to increase client pipeline
• Properly navigate through districts to build numerous relationships with key buyers
• Consistently meet/exceed sales quotas within specified time frame
• Partner with Regional Directors and clients in the field to gain referrals and build market share
• Log accurate account information into Salesforce CRM in a timely manner

Senior Account Executive – K12

Manager

• Building relationships across state policymakers, education and workforce leaders, state agencies and their staff
• Informing policy and regulations in education, technology, and other pertinent areas
• Expanding visibility of, confidence in, and appreciation for Instructure as a mission-oriented market leader
• Identifying market creation and/or business opportunities for both the company and its customers and partners
• Building internal expertise, understanding and informed decision making of the changing policy environment in which the company operates
• Developing and executing Instructure's BizGov public affairs strategy globally
• Building and maintaining relationships with key state policymakers, and agency leaders and staff, as well as influential partners (e.g. key consortia, foundations, advocacy groups, etc)
• Managing government affairs go to market, business development priorities, policy issues impacting Instructure's business in alignment with the Sector VP, Product, & Business Development teams
• Representing Instructure in consortia and policy groups
• Monitoring and analyzing state legislation and regulations state by state
• Developing and advocating for Instructure's policy positions
• Educating company leadership and staff on relevant policy developments
• Providing guidance on policy implications for business decisions
• Coordinating internal policy input and feedback processes
• Engaging in State Agency Government Affairs & Go to Market agenda

Strategic Affairs Manager – Biz/Gov

Full-stack Engineer

• Design, build, and own production features in Node.js, TypeScript, Express, Next.js (App Router), and Tailwind CSS.
• Develop serverless/edge APIs and jobs on Vercel and AWS (e.g., Lambda, API Gateway, S3/CloudFront, EventBridge/Queues).
• Develop Node.js dockerized API services
• Model data and ship performant Postgres queries (migrations, indexing, connection mgmt, query optimization).
• Architect multi-region deployments: traffic routing, latency budgets, failover/DR, config & secrets, and rollout strategies.
• Build for international audiences: i18n/l10n pipelines, time-zone correctness, and data-residency considerations.
• Instrument services with logs/metrics/traces (OpenTelemetry or similar) and drive incident-ready observability.
• Champion accessibility (WCAG-aware UI), testing (unit/integration/e2e), CI/CD, and code reviews.
• Mentor peers, collaborate with Product/Design, and contribute to technical direction.

Senior Full-Stack Software Engineer

• Own the technical design, planning, and end-to-end implementation of new features within the Engage team’s services, collaborating with senior engineers on complex architectural decisions.
• Work collaboratively with a distributed, remote team, using Agile methodologies.
• Co-create across disciplines working close with Product, Design, and other area expert teams across the organization.
• Follow and promote accessibility (WCAG aware UI), testing (unit/integration/e2e), CI/CD, and participate in code reviews.
• Build for international audiences: i18n/l10n pipelines, time-zone correctness, and data residency considerations.
• Instrument services with logs/metrics/traces (Observe or similar) and contribute to incident ready observability.
• Continuously improve by learning and sharing new methodologies, technologies and skills.

Software Engineer II

• Design, develop, and deploy robust and scalable identity and access management (IAM) services, including authentication, authorization, user provisioning, and directory services.
• Lead technical discussions, architectural reviews, and provide mentorship to junior and mid-level engineers within the team.
• Collaborate closely with product managers, security engineers, and other engineering teams to define requirements, design solutions, and integrate identity services across Instructure's product ecosystem.
• Implement and enforce best practices for security, data privacy, and compliance within identity systems.
• Optimize existing identity solutions for performance, reliability, and maintainability.
• Participate in on-call rotation and provide support for production identity systems, troubleshooting and resolving complex issues efficiently.
• Contribute to the continuous improvement of development processes, tools, and infrastructure.
• Stay current with industry trends and emerging technologies in identity management and security.

Senior Software Engineer – Platform Identity

Marketing

• Help articulate and elevate the value of the Instructure Partner Program through updated website pages, collateral, case studies, partner spotlights, and ecosystem-focused content.
• Work cross-functionally with Customer Success and Sales to identify partner success stories and turn them into compelling marketing assets.
• Support creation and refinement of messaging that resonates with edtech companies evaluating partnership opportunities.
• Ensure marketing tasks and partner program activities are executed accurately, on time, and with high-quality follow-through.
• Collaborate with Sales to support outreach efforts, improve lead handoff, and equip teams with updated decks, one-pagers, and partner-facing materials.
• Coordinate with Customer Success to identify case study candidates, gather testimonials, and communicate partner value through shared assets.
• Maintain clear project plans, documentation, and timelines to keep all stakeholders aligned.
• Contribute to expanding our partner prospect database through list building, segmentation, data hygiene, and research-driven sourcing.
• Explore and test new channels to reach edtech companies—such as ecosystem showcases, targeted nurtures, social amplification, content syndication, webinars, or spotlight programs.
• Recommend creative approaches for improving engagement and widening the reach of our partner value proposition.
• Execute partner marketing activities such as email programs, webinars, co-marketing efforts, and events—in alignment with established strategies and priorities.
• Support event planning and execution (virtual and in-person), managing logistics, promotion, communications, and follow-up tasks.

Senior Marketing Specialist

Sales Development Rep

• As our Senior Director of Global Sales Development (SDR), you will be the executive leader responsible for the strategy, execution, and predictable performance of our entire global Sales Development organization, consisting of 40+ team members.
• Your primary mandate is to design, implement, and optimize a world-class pipeline generation engine that consistently delivers high-quality, sales-qualified opportunities to our Account Executives.
• Set and Execute Global Strategy: Define and execute the comprehensive global Sales Development strategy, ensuring alignment across multiple product lines, complex sales cycles, and target customer segments.
• Predictable Pipeline Generation: Deliver against quarterly and annual pipeline generation targets, focusing on improving the predictability and conversion rates of qualified opportunities (SQOs) into closed-won business.
• Optimize Sales Playbook: Own the SDR outreach methodology, continuously developing and refining high-impact outbound sales plays, personalization tactics, and sequencing strategies to penetrate target accounts effectively.
• Provide executive leadership and mentorship to the management team within the 40-person SDR organization, ensuring leadership consistency and execution alignment across all geographies.
• Establish and enforce scalable processes, uniform KPIs, and disciplined forecasting methodologies to drive efficiency across the global team.

Senior Director, Sales Development, SDRs

• Growth mindset: You don’t wait for others to give you the answers, you take initiative. You are motivated to succeed and build your own path to success.
• Coachability: You are eager to learn and not only take feedback openly, but you seek out feedback and find ways to implement it.
• Quality focused: You care about generating quality conversations and pipeline for our Sales team that will ultimately turn into bookings.
• Team player: You are open and collaborative with your fellow SDRs and with our Sales team. You share knowledge, ask questions and contribute to overall Drive Team success.
• Problem solving: You are able to address objections, creatively overcome challenges and adjust your strategies based on research and what each account needs. You know our market, our competitors, and how to position our solutions.
• Resilience and persistence: You are able to handle rejection and not take the first no. You are creative, strategic and intentional with how you approach your accounts.
• Time management: You own your calendar and manage your time effectively. You are self-aware about how you work best and are able to effectively prioritize tasks to maximize efficiency and results.
• Research, identify, and qualify target accounts through effective outreach methodologies and effective communication of our value proposition to key decision makers.
• Develop and implement effective sales level campaigns with lists of prospects and contacts for email/phone campaigns, conference attendance, etc.
• Work with and directly support designated Regional Sales Managers within specific territories by developing/executing original and purposeful sales content.
• Route qualified opportunities to the partnered Regional Sales Managers for further development and closure.
• Responsible for prioritizing, leading and documenting prospecting activities in Salesforce.

Sales Development Representative

• You proactively take initiative and are motivated to succeed.
• You seek out feedback and act quickly to improve.
• You prioritize meaningful conversations that generate high-quality pipeline.
• You collaborate openly with SDR peers and Sales partners, sharing knowledge and best practices.
• You adapt strategies to each account, know the competitive landscape, and position Instructure effectively.
• You handle rejection with professionalism and remain strategic and intentional in outreach.
• You own your calendar, prioritize effectively, and maximize productivity.

Sales Development Representative, Outbound – K12

• Own outbound prospecting for named accounts, partnering directly with your Drive Team to align on account strategy, priorities, and follow-up plans.
• Execute strategic outreach across email, phone, and social channels using a research-based, value-driven approach.
• Deliver a strong buyer experience through clear communication and thoughtful storytelling that builds trust and credibility.
• Run discovery conversations that uncover customer goals and pain points, then position solutions that tie directly to their needs.
• Generate pipeline that becomes qualified pipeline - validated by the Sales Rep and moved into active working pipeline.
• Build personalized messaging and sequences that reflect buyer context, industry language, and account priorities.
• Maintain strong CRM hygiene and accurate activity tracking to support reporting, forecasting, and territory coverage.
• Apply coaching, test new approaches, and continuously improve conversion through iteration.

Sales Development Representative, Outbound

• 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, Inbound – K12

Financial Planning and Analysis

• Prepare data tables, visualizations, and analysis for monthly/quarterly management reporting packages.
• Build and maintain dashboards used by Finance and leadership teams
• Prepare monthly flash reporting for key operational metrics.
• Support the FP&A reporting calendar to ensure timely delivery of recurring reporting requirements.
• Automated workflows (SQL, Python, Tableau)
• Data/metric definition updates
• User acceptance testing (UAT) for revenue attribution, data changes, or dashboard updates.
• Adaptive Planning (our FP&A budgeting tool) workflows (data checks, extracts, alignment)
• Assist with integrations between Adaptive and dashboards
• Help maintain consistent reporting structures and a centralized dataset for bookings and financial actuals.
• Support ad-hoc analysis requests from FP&A, RevOps, Sales, and Strategy.
• Investigate and reconcile data discrepancies across Snowflake, Salesforce, Tableau, and other systems.
• Perform historical trend analysis.
• Work closely with RevOps to support actuals reporting, data validation, and commentary collection.
• Partner with FP&A, Enterprise Systems, Revenue Operations teams to ensure alignment of data definitions and reporting standards.
• Support leadership discussions by preparing clear, accurate reporting inputs and visualizations.

Senior Corporate FP&A Analyst – Systems, Reporting Operations

Platform Engineer

• Design and implement APIs and domain services that abstract the complexity of using an LLM and enable rapid feature development from our product teams;
• Build scalable AWS infrastructure for LLM interactions, including prompt management, context handling, auditing, and response processing;
• Create developer tooling and documentation that makes integration with your services intuitive and easy;
• Establish best practices for AI and LLM use at Instructure, considering things like auditability, cost, and performance;
• Collaborate with feature teams to understand their needs and solve them with platform capabilities;
• Design, develop, and maintain scalable and performant APIs;
• Write clean, maintainable, and well-documented code;
• Participate in code reviews and provide and receive constructive feedback

Senior AI Platform Engineer

• Develop, implement, and maintain global compensation philosophies, strategies, and programs that are aligned with business objectives, market competitiveness, and legal compliance across various jurisdictions.
• Conduct comprehensive market analyses (e.g., salary surveys, competitive intelligence) to ensure internal equity and external competitiveness of pay structures and practices.
• Design and manage global salary structures, job leveling frameworks, and pay ranges.
• Lead the annual compensation planning process, including merit, bonus, and long-term incentive cycles, ensuring equitable and consistent application globally.
• Manage the administration of all global compensation programs, including base pay, short-term incentives, and long-term incentives.
• Oversee the job evaluation process and titling consistency across regions.
• Partner with HR Business Partners and business leaders to provide compensation expertise and guidance on job offers, promotions, transfers, and other compensation-related matters.
• Ensure accurate and timely processing of compensation data and reporting.
• Stay abreast of global compensation trends, best practices, and evolving regulatory requirements (e.g., GDPR, local labor laws, pay transparency regulations) to ensure compliance across all operating countries.
• Develop and implement compensation policies and procedures that ensure internal equity, external competitiveness, and regulatory compliance.
• Manage and participate in compensation audits as required.
• Utilize advanced analytical skills to interpret complex compensation data, identify trends, and provide actionable insights.
• Prepare detailed reports and presentations for leadership on compensation program effectiveness, costs, and recommendations.
• Develop and maintain compensation dashboards and metrics to monitor key performance indicators.
• Collaborate closely with HR Business Partners, Talent Acquisition, Finance, Legal, and senior leadership to ensure compensation programs support business goals and talent strategies.
• Effectively communicate compensation philosophies, programs, and individual pay decisions to employees and managers globally.
• Act as a subject matter expert and trusted advisor on all compensation-related matters.

Compensation Manager

Content Writer

• Work independently and collaboratively with the assessment content team to create, review, edit, and/or revise test items based on state standards and grade-level appropriateness to meet internal and external deadlines.
• Execute against blueprints to develop well-rounded assessments to meet customer needs.