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.

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.

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

Senior Account Executive – Assessment

Key skills