Senior Account Executive - Assessment

Senior Account Executive

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 revenue growth by selling our innovative educational technology solutions to new and existing clients. You will manage the entire sales cyclefrom prospecting and qualification to negotiation and closingensuring client satisfaction and supporting Instructure's mission to empower educators and learners.

Job Responsibilities

• Develop and execute strategic sales plans to achieve and exceed assigned sales quotas.
• Identify and prospect new business opportunities within the assigned territory or market segment.
• Build and maintain strong relationships with key stakeholders, including decision-makers, influencers, and technical contacts.
• Conduct thorough needs assessments to understand client challenges and present tailored solutions that demonstrate the value of Instructure's products (e.g., Canvas LMS, MasteryConnect).
• Deliver compelling presentations and product demonstrations, both virtually and in-person, to diverse audiences.
• Manage a robust sales pipeline, accurately forecasting sales opportunities and maintaining up-to-date records in the CRM system.
• Negotiate contracts, pricing, and terms to ensure mutually beneficial agreements.
• Collaborate cross-functionally with internal teams, including sales engineering, product, marketing, and customer success, to ensure a seamless client experience.
• Stay informed about industry trends, competitive landscape, and Instructure product updates to effectively position our solutions.
• Act as a trusted advisor to clients, providing ongoing support and identifying opportunities for expansion.

Job Qualifications

• Bachelor's degree in Business, Marketing, or a related field.
• 3+ years of successful experience in B2B SaaS sales, preferably within the education technology sector.
• Proven track record of consistently meeting or exceeding sales targets.
• Strong understanding of the K-12 or Higher Education market is a plus.
• Excellent communication, presentation, and interpersonal skills.
• Ability to articulate complex technical concepts in an understandable way.
• Demonstrated ability to manage a full sales cycle, from prospecting to close.
• Proficiency with CRM software (e.g., Salesforce) and sales productivity tools.
• Self-motivated, results-oriented, and able to work independently as well as part of a team.
• Strong negotiation and closing skills.
• Ability to travel as required to meet with clients and attend industry events.

We offer competitive, meaningful benefits in every country where we operate. While they vary by location, here's a general idea of what you can expect:

• 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
• 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

We believe in hiring great people and treating them right. The more diverse we are, the better our ideas and outcomes.

Instructure is an Equal Opportunity Employer. We comply with applicable employment and anti-discrimination laws in every country where we operate.

All employees must pass a background check as part of the hiring process. To help protect our teams and systems, we've implemented identity verification measures. Candidates may be asked to verify their legal name, current physical location, and provide a valid contact number and residential address, in accordance with local data privacy laws.

Any attempt to misrepresent personal or professional information will result in disqualification.