Instructure

Sales Development Rep

• 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

Account Executive

• Introduce and sell Instructure products to new logo Business and Government accounts in a geographical territory.
• Develop sales strategies to increase pipeline with use of LI Navigator, Outreach and other tools.
• Consistently meet/exceed sales quota.
• Work closely with the customer success team to provide a cohesive handoff experience for Canvas customers as they are onboarded.
• Collaborate with other members of our sales teams on territory plans and quarterly business reviews.
• Deliver web based presentations and product demonstrations.
• Provide education and training about Canvas + Credentialing products.
• Extensive use of Salesforce & Clari to document activities and maintain an accurate forecast.

Account Executive – Business & Government

Sales

• Collaborate with senior leadership to define sales strategy and lead high impact initiatives to fuel new growth areas.
• Lead establishing the strategic and tactical plans required to identify, qualify, and capture new sales opportunities.
• Mentor and develop a skilled and dedicated sales team of generalists and upsell specialists
• Develop and manage a robust sales pipeline necessary to deliver against budget and quota responsibilities.
• Maintain an up-to-date understanding of industry trends and technical developments that affect target markets.
• Day to day sales team management including recruitment, training, motivation, support, development, and evaluation.
• Lead efforts to improve work processes and build customer partnerships to meet or exceed customer expectations and increase loyalty.
• Coordinate with teams across our organization to create focus and drive results.

Manager, Sales – Business & Gov, New Logo Accounts

• Assist with cash flow reporting by preparing and organizing financial schedules and supporting documentation.
• Support monthly and quarterly reporting cycles by helping collect, validate, and organize financial inputs.
• Perform basic data checks and help flag variances or inconsistencies for review.
• Maintain reporting trackers, calendars, and documentation to support repeatable processes.
• Help document reporting processes and support simple process improvements.
• Provide general analytical and administrative support to the Corporate FP&A team as needed.

Finance Intern

Manager

• 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.

Assessment Item Writer/Editor – CONTRACT

• 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 $25,000-$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 $2M - $4M.
• Willingness to travel 40% a year 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.

• Develop and execute strategic sales plans to achieve and exceed assigned sales quotas.
• Identify and prospect new business opportunities within the assigned territory or market segment.
• Build and maintain strong relationships with key stakeholders, including decision-makers, influencers, and technical contacts.
• Conduct thorough needs assessments to understand client challenges and present tailored solutions that demonstrate the value of Instructure's products (e.g., Canvas LMS, CoureSharing,MasteryConnect).
• Deliver compelling presentations and product demonstrations, both virtually and in-person, to diverse audiences.
• Manage a robust sales pipeline, accurately forecasting sales opportunities and maintaining up-to-date records in the CRM system.
• Negotiate contracts, pricing, and terms to ensure mutually beneficial agreements.
• Collaborate cross-functionally with internal teams, including sales engineering, product, marketing, and customer success, to ensure a seamless client experience.
• Stay informed about industry trends, competitive landscape, and Instructure product updates to effectively position our solutions.
• Act as a trusted advisor to clients, providing ongoing support and identifying opportunities for expansion.

Account Executive – Course Sharing

Account Executive – Biz/Gov, New Logo

Marketing

• Design and manage 1:1, 1:few, and 1:many ABM programs that reach the right institutions and organizations with personalized, relevant experiences.
• Collaborate with sector marketing, sales, and customer success to identify and prioritize target accounts.
• Use Demandbase to orchestrate and measure multi-channel account journeys, including advertising, website personalization, and content engagement.
• Partner with content and creative teams to develop assets that resonate with educators, administrators, and technology leaders.
• Manage budgets, timelines, and results while continuously experimenting with new tactics and tools.
• Lead and analyze research projects to surface insights that fuel smarter ABM strategies.