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:

Instructure is seeking a highly motivated and experienced Senior Account Executive to drive revenue growth by selling our innovative learning technology solutions to new and existing enterprise clients. This role focuses on building strong relationships, understanding client needs, and strategically positioning Instructure's products to achieve sales targets.

Territory: Pennsylvania, West Virginia, Indiana, Michigan, Wisconsin, Kentucky, Delaware, New Jersey

New Logo/Hunter will be a primary focus.

What you will do:

• Develop and execute strategic sales plans to achieve and exceed assigned quota for Instructure's full suite of products.

• Identify, qualify, and close new business opportunities within designated territories and target accounts.

• Manage and grow existing customer relationships, identifying opportunities for expansion and upselling.

• Conduct comprehensive needs assessments with clients to understand their challenges and demonstrate how Instructure's solutions can address them.

• Present compelling and tailored product demonstrations to diverse audiences, including C-level executives, IT, and academic stakeholders.

• Negotiate and close complex sales cycles, including contract terms, pricing, and service agreements.

• Collaborate effectively with internal teams, including sales engineering, professional services, marketing, and customer success, to ensure a seamless customer experience.

• Maintain accurate and up-to-date sales forecasts and pipeline in Salesforce.com.

• Stay informed about industry trends, competitive landscape, and Instructure product developments.

• Represent Instructure at industry events, conferences, and trade shows.

What you need to know/have:

• Bachelor's degree in Business, Marketing, or a related field.

• 5+ years of successful experience as an Account Executive selling SaaS solutions to enterprise clients, preferably in the EdTech or HRTech space.

• Proven track record of consistently meeting or exceeding sales quotas.

• Strong understanding of the K-12, Higher Education, or Corporate Learning market.

• Excellent communication, presentation, and interpersonal skills.

• Demonstrated ability to build rapport and establish strong relationships with key decision-makers.

• Proficiency in CRM software (Salesforce.com preferred) and Google Workspace.

• Strategic thinking with the ability to identify and pursue complex sales opportunities.

• Self-motivated, results-oriented, and able to work independently as well as part of a team.

• Ability to travel as required to meet with clients and attend industry events.

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 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.