VP, BizGov

Instructure, Inc. • ,

16d • $275,000 - $300,000 • Remote

About The Position

Instructure is seeking a senior commercial leader to own the Business & Government (BizGov) sector, a key growth engine for the company. This role is for an experienced operator who has previously managed a business or a significant segment, with P&L responsibility and a proven ability to set strategy, drive growth, and orchestrate cross-functional teams. The VP, BizGov will report to the President of the Global Commercial Organization and will be responsible for the multi-year strategy, bookings, renewals, revenue, and ARR for the BizGov sector. This leadership position requires deep domain expertise in the BizGov markets, exceptional cross-functional orchestration skills, and strong executive presence.

Requirements

• 12+ years of commercial leadership experience, with significant time at companies of $300M ARR or greater.
• General Manager experience: having run a business or a major segment with P&L outlook and accountability for top-line growth.
• Deep BizGov domain expertise: experience operating in or selling to workforce, government, or corporate markets, including understanding buyers, procurement cycles, policy context, and channel/partner dynamics.
• Proven ability in cross-functional orchestration at scale, leading without solid-line authority and managing a cross-functional leadership team.
• Experience in strategy ownership: building and owning a multi-year strategy, making difficult decisions on priorities, and maintaining accountability for results beyond the current quarter.
• Commercial fluency: ability to read and interpret pipeline coverage, funnel health, renewal risk, and unit economics.
• Executive presence and communication skills effective at both board level and large team meetings.
• A mission-driven orientation around education, workforce development, or public-sector impact is a plus.

Nice To Haves

• Kindness, directness, and a good sense of humor.

Responsibilities

• Own and drive the BizGov strategy, setting the multi-year direction for workforce, government, and corporate markets.
• Develop and execute the BizGov strategy through a cross-functional Operational Leadership Team.
• Author the annual BizGov Strategy Contract, outlining targets, bets, resourcing, and functional commitments.
• Be accountable for BizGov non-renewal bookings, renewal bookings, revenue, and ARR, ensuring performance within budget.
• Orchestrate the cross-functional Operational Leadership Team (Sales, Customer Success, Marketing, Product, Finance, etc.) to operate as a cohesive sector P&L team.
• Partner with Instructure's Executive Committee (EC) functional leaders to co-account for BizGov results and align on functional commitments.
• Shape the product roadmap by providing BizGov market signals to the Chief Product Officer and co-accountability for delivering roadmap commitments.
• Serve as the external face of BizGov, representing the sector with customers, partners, analysts, and the press.
• Build and manage a small dedicated team to support sector leadership, including roles like Chief of Staff and strategy/operations lead.
• Make smart investment decisions across the sector, optimize for ROI, and demonstrate measurable performance.
• Represent BizGov on the EC and in board settings, translating sector performance into commercial language.
• Spend meaningful time with prospects and customers to build strategic partnerships.

Benefits

• Competitive compensation
• Participation in the company's ownership program
• Flexible work culture (remote, hybrid, in-office options)
• Generous time off, including local holidays and an annual “Dim the Lights” period
• Comprehensive wellness programs and mental health support
• Learning and development resources, including professional development tools and tuition reimbursement
• Technology and tools to perform work effectively
• Motivosity employee recognition program
• A culture rooted in inclusivity, support, and meaningful connection

What This Job Offers

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