Director, Strategic Affairs, Business & Government

Instructure, Inc. • ,

1d • Hybrid

About The Position

As the Director, Strategic Affairs for Business and Government, you will help lead Instructure’s initiatives in North America through the Strategic Affairs team. In this role, you will shape Instructure’s engagement with state and local policymakers and business leaders, translating influence into revenue opportunities. You will develop the go-to-market strategy for Business and Government, help lead Government Affairs for the team, and contribute to global public policy efforts. You will connect Sales, Marketing, Customer Success, and Product so that policy insights inform deal-closing and product development. This role reports to the VP, Strategic Affairs.

Requirements

• 5+ years in government affairs, public policy, or public-sector sales with a track record of achieving revenue or pipeline targets.
• Experience working with C-suite and senior leaders in both public and private sectors.
• Strong understanding of education and workforce funding such as ESSA, Perkins V, and Workforce Pell.
• Strong analytical skills and the ability to turn policy and market data into clear recommendations.
• Excellent written and verbal communication skills; able to brief a legislator in the morning and a sales team in the afternoon.
• Willingness to travel as needed.

Nice To Haves

• Experience in K-12, Higher Education, or workforce development environments.
• Experience managing lobbyists or external policy consultants.
• Experience working within international policy contexts.

Responsibilities

• Help lead Government Affairs and go-to-market strategy for Instructure’s Business and Government vertical in North America across state, provincial, and federal opportunities.
• Build statewide deal pipelines by mapping education and workforce funding streams to Canvas, Mastery, and Parchment opportunities.
• Track education and technology legislation and regulation, providing actionable guidance for Sales, Marketing, Customer Success, and Product teams.
• Build and maintain trusted relationships with policymakers, agency leaders, and education associations; represent Instructure in public forums.
• Manage external advocacy partners, including lobbying firms—set deliverables, measure results, and tie spend to outcomes.
• Oversee a strategic partnership with a mission-driven edtech company serving justice-involved learners.
• Shape procurement strategy, including cooperative contracts and other purchasing vehicles, to increase win rates without relying solely on RFPs.
• Advise senior customer leaders on digital transformation, skill development, and technology adoption strategies.
• Own attribution by demonstrating how policy and government engagement drive revenue, market penetration, and customer impact.
• Contribute to international public policy efforts and help elevate Instructure’s voice globally.
• Maintain efficient sales and delivery processes.

Benefits

• Competitive compensation
• Ownership program
• Flexible work culture
• Generous time off, including local holidays and our annual “Dim the Lights” period in late December
• Comprehensive wellness programs and mental health support
• Learning and development resources, including professional development tools and tuition reimbursement
• The technology and tools you need to do your best work
• Motivosity employee recognition program
• A culture rooted in inclusivity, support, and meaningful connection

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Education Level: No Education Listed