Sr. Account Executive

Instructure, Inc.

2d

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:
As a Senior Account Executive at Instructure, Inc., you will be responsible for driving new business growth and expanding existing relationships within a defined territory. You will leverage your expertise in education technology to identify client needs, present compelling solutions, and close complex deals, contributing significantly to Instructure's market leadership.

Requirements

• Bachelor's degree in Business, Marketing, Education, or a related field
• 5+ years of successful experience in enterprise software sales, with a strong preference for experience in education technology (EdTech).
• Proven track record of consistently exceeding sales quotas in a highly competitive environment.
• Demonstrated ability to manage complex sales cycles and negotiate large-scale contracts.
• Exceptional communication, presentation, and interpersonal skills, with the ability to articulate complex technical concepts to a non-technical audience.
• Strong business acumen and understanding of the challenges and opportunities within the education sector.
• Proficiency with CRM software (e.g., Salesforce) and Google Workspace or Microsoft Office Suite.
• Ability to travel up to 50% of the time within the assigned territory.
• Self-motivated, results-oriented, and able to work independently as well as part of a team.

Nice To Haves

• Master's degree preferred.

Responsibilities

• Proactively identify, qualify, and develop new sales opportunities within an assigned territory, focusing on K-12, Higher Education, or Corporate Learning sectors (depending on team assignment).
• Manage the entire sales cycle from initial contact to close, including prospecting, discovery, demonstrations, proposal generation, negotiation, and contract finalization.
• Develop and maintain a deep understanding of Instructure's product portfolio (Canvas LMS, MasteryConnect, Elevate, etc.) and articulate their value proposition to prospective and existing clients.
• Build and nurture strong, long-term relationships with key decision-makers, including superintendents, provosts, CIOs, and other educational leaders.
• Collaborate effectively with pre-sales engineers, professional services, and customer success teams to ensure a seamless customer experience.
• Accurately forecast sales opportunities and maintain a robust sales pipeline using CRM software (e.g., Salesforce).
• Stay informed about industry trends, competitor activities, and market developments to inform sales strategies.
• Attend industry events, conferences, and trade shows as required to represent Instructure and generate leads.
• Achieve and exceed quarterly and annual sales quotas.

Benefits

• Competitive compensation, plus all full-time employees participate in our ownership program - because everyone should have a stake in our success.
• 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
• Annual learning and development stipends 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
• Number of Employees: 501-1,000 employees