Senior Account Executive

Job description

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. That’s where you come in:

Instructure is looking for an experienced Account Executive to join our K-12 sales team. This salesperson will be covering a territory in our Midwestern region. We would have a preference for hiring a candidate who lives in the Central Time Zone.

What you will be doing:

• Sell all products to new and/or existing clients
• Share new insight that helps prospects properly evaluate different solutions
• Prepare and tailor messaging for prospective clients
• Help guide prospective client through the purchasing process to meet agreed upon timelines
• Accurately forecast your quarterly and annual performance
• Develop sales strategies to increase client pipeline
• Properly navigate through institutions to build numerous relationships with key buyers
• Consistently meet/exceed sales quotas within specified time frame
• Partner with other salespeople and clients in the field to gain referrals and build market share
• Log accurate account information into Salesforce CRM in a timely manner

Here’s what you will need to know/have:

• Bachelor’s Degree in Business, Sales/Marketing, Education or related field
• Minimum of 5 + years of proven sales experience or relevant EdTech experience
• Understanding educational pedagogy and the process involving selling an LMS is a plus
• Experience selling enterprise level software, SaaS sales and services
• Experience selling at all levels, including “C” level and above.
• Excellent strategic/consultative sales skills.
• Winning By Design Sales Methodology training or similar methodology is a plus
• Ability to do detailed needs analysis and proposal development.
• ~25-30% travel

Get in on all the awesome at Instructure.

• 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 schedules and a remote-friendly culture, with hybrid or onsite work options available in some regions for specific roles
• Generous time off, including local holidays and our annual company-wide “Dim the Lights” week in late December, when we encourage everyone to step back and recharge
• 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 — typically a Mac, with PC options available in some locations
• Motivosity employee recognition program
• A culture rooted in inclusivity, support, and meaningful connection

$100,000 - $120,000 a year

On-Target Earnings (OTE) for this role are $200,000 – $240,000 annually. Actual pay may vary based on experience, skills, market conditions, and individual performance against sales goals. This is a ⁵⁰⁄₅₀ split with uncapped commissions.

We’ve always believed in hiring the most awesome people and treating them right. We know that the more diverse we are, the more diverse our ideas will be and when we openly welcome those ideas, our environment is better and our business is stronger.

At Instructure we participate in E-Verify and yes, in case you didn’t catch it from the above, we are an Equal Opportunity Employer.

All Instructure employees are required to successfully pass a background check upon being hired.

We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.