Sales Operations Manager, New Markets

Instructure, Inc. • ,

5d • Hybrid

About The Position

At Instructure, we believe in the power of people to grow and succeed throughout their lives. Our goal is to amplify that power by creating intuitive products that simplify learning and personal development, facilitate meaningful relationships, and inspire people to go further in their education and careers.
We do this by giving smart, creative, passionate people opportunities to create awesome. And that's where you come in:
New Markets is a new division inside Instructure, built to generate new revenue with AI-built products. We operate as a portfolio of small pods, each charged with one product bet, under tight weekly governance. They operate independently, with dedicated resources, separate from the core business on purpose: different pace, different governance, and different rewards.
Our goal is to generate meaningful revenue within 12 to 18 months, so this isn’t an innovation lab. We’re building scaled businesses that customers pay for and retain well, and we’re measuring ourselves on revenue, not activity.
Instructure reaches roughly half of higher education in the United States, connecting a credential network of more than 13,000 institutions. Pair that distribution and data with a fast-moving team that builds leanly, and you have something no competitor has. That’s the opportunity New Markets exists to take.
How we work
A pod is two people: a Founder and a Builder, both hands on, close to the customer. The bet is deliberate: we invest in agent-developer tooling and tokens, not in headcount. An operating team of growth marketing, revenue operations, sales overlay, and G&A supports every pod, so founders stay on building products.
Every pod inherits an underlying platform with common design, development, and deployment harnesses, so no pod rebuilds the plumbing. Each pod runs through key phases with regular checkpoints where a governing board reviews progress or recommends a pivot or kill.
The rhythm is fast and transparent. Investor-style updates go out weekly. Demos and keep-or-kill checkpoints happen twice a month. Transparency is the operating model.

Requirements

• Five or more years in sales operations, revenue operations, or a related go-to-market function.
• Real experience supporting new-product launches or emerging-business initiatives, where the playbook didn’t exist yet.
• Three or more years hands-on in Salesforce, building and maintaining reports, dashboards, and data structures.
• Advanced Excel, comfortable building models, running variance analysis, and turning raw data into decision-ready output.
• Excellent written and verbal communication, including executive-level presentations.
• A bachelor’s degree is preferred.

Responsibilities

• Own the end-to-end GTM lifecycle for pod products. Carry each product from market sizing and early strategy through launch planning, field execution, and post-launch performance tracking.
• Shape the go-to-market approach with each pod. Partner with Pod Founders, marketing, and the sales overlay on ideal-customer definition, pricing and packaging input, channel strategy, and competitive positioning.
• Design the sales motion. Build the coverage models, pipeline processes, forecasting cadences, and rules of engagement for the first seller cohort on each product.
• Build the reporting backbone. Stand up and maintain the analytics in Salesforce and Excel that track pipeline health, win/loss, attach rates, average contract value, and renewal trends, and turn that data into insight leadership can act on.
• Run launch readiness. Lead CRM buildout in Salesforce, playbook documentation, tool configuration, and alignment across enablement, marketing, finance, deal desk, and IT.
• Own the graduation playbook. Define the criteria and the integration motion for products that complete a pod’s journey, so the full seller base can carry and sell the product without a messy handoff.
• Be the voice of the business. Translate early-stage complexity into clear, data-backed narratives in planning forums, business reviews, and executive sessions, and support annual planning across capacity, quota, incentive design, and growth roadmaps.

Benefits

• Competitive compensation, plus all full-time employees participate in our ownership program
• Flexible work culture. Our remote, hybrid and in-office collaboration spaces vary by role, team and location.
• Generous time off, including local holidays and our annual “Dim the Lights” period in late December, when teams are encouraged to step back and recharge based on departmental needs.
• Comprehensive wellness programs and mental health support
• Learning and development resources, including professional development tools and tuition reimbursement, to support your growth
• 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: Mid Level