Vice President of Sales, Higher Education

Instructure, Inc.•,

4d•$250,000 - $300,000•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: Join Instructure as the Vice President of Sales, Higher Education, leading our Higher Education business across North America and propelling revenue growth through new customer acquisition, account expansion, and strategic partnerships. As a key member of the Growth Leadership Team reporting to the Chief Growth Officer, you’ll drive predictable bookings performance, nurture high-performing sales leaders, and shape go-to-market strategies to reinforce Instructure’s leadership in the higher education sector. This executive role partners cross-functionally to accelerate growth, improve customer outcomes, and advance the future of education.

Requirements

12+ years of enterprise SaaS sales experience with progressive leadership responsibility
Proven success leading large enterprise sales organizations through second-line leaders
Experience selling complex software solutions into Higher Education institutions
Demonstrated ability to achieve and exceed revenue and growth targets
Strong executive presence and experience engaging C-suite leaders and executive buyers
Expertise in enterprise forecasting, pipeline management, and operational excellence
Skilled in coaching, talent development, and organizational leadership
Bachelor’s degree required
Willingness to travel as needed to support customers, teams, and industry events

Nice To Haves

MBA preferred
Strategic leader balancing vision with operational execution
Customer-first mindset with a passion for educational outcomes
Data-driven decision maker who thrives in high-growth environments
Collaborative executive with strong cross-functional partnerships
Inspirational leader who develops high-performing teams
Experienced in navigating long enterprise sales cycles and executive negotiations
Passionate about education technology and institutional transformation

Responsibilities

Own annual and quarterly bookings, recurring revenue, pipeline, and forecast commitments for the Higher Education business
Develop and execute go-to-market strategy for public, private, community college, and system-level institutions
Drive new customer acquisition while expanding existing strategic accounts across the Instructure portfolio
Deliver consistent forecast accuracy through disciplined pipeline inspection and operational rigor
Identify new growth opportunities, market trends, and competitive strategies to accelerate business performance
Lead, coach, and develop Regional Vice Presidents, Directors, and front-line sales leaders
Build a high-performance culture focused on accountability, collaboration, coaching, and execution
Recruit and retain top enterprise sales talent and develop emerging organizational leaders
Establish clear operating rhythms, performance expectations, and leadership development plans
Foster an inclusive, customer-focused culture that empowers teams for exceptional results
Build executive relationships with presidents, provosts, CIOs, instructional leaders, and procurement executives
Serve as executive sponsor for strategic customers and high-impact opportunities
Represent Instructure at industry conferences, executive forums, and customer events
Partner with institutional leaders to understand market changes and inform long-term strategy
Partner with Customer Experience to maximize renewals, expansion, and customer success
Collaborate with Marketing to amplify demand generation and market awareness
Work with Product, Solutions Engineering, Finance, and Revenue Operations to align strategy and execution
Contribute to pipeline reviews, forecast calls, and executive business planning
Drive disciplined execution in forecasting, territory planning, pipeline management, and sales productivity
Ensure consistent adoption of sales methodology, CRM, and best operational practices
Use data and analytics to improve performance, resource allocation, and organizational effectiveness
Continuously evaluate and refine processes and organizational structure for scalable growth