[Remote] Account Executive, Parchment K12 at Instructure

United States

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Not SpecifiedCompensation

Mid-level (3 to 4 years), Senior (5 to 8 years)Experience Level

Full TimeJob Type

UnknownVisa

EdTech, K12 Education, SaaSIndustries

Requirements

Strong attention to detail
Excel at building and leveraging strong relationships
Excellent written and verbal communication skills
Bright, energetic professional with outstanding communication and interpersonal skills
Demonstrated ability to manage multiple tasks with shifting priorities and tight deadlines
Ability to work in an entrepreneurial environment
Self-driven and independent
Growth mindset
Well-versed in Google Suite of Tools (Gmail, Docs, Sheets, Slides) - Required
Salesforce Reporting and Usage - Required
Develop and implement effective sales level campaigns/sequences using Sales Enablement Tools such as Outreach, Salesforce and Highspot
Bachelor’s degree preferred
3+ years of sales experience, preferably within a EdTech SaaS company
Familiarity with Solution based selling methodologies is a plus
Proven record in SaaS Sales

Responsibilities

Schedule five (5) “1st new meetings” per week
Deliver five (5) “1st new meetings” per week
Schedule and hold a weekly meeting with a corresponding Sales Development Representative (SDR) to plan and execute territory strategy for pipeline creation
Generating $15,000-$40,000 in new sales opportunities each week, depending on territory assignment
Maintain all Current Quarter Opportunities with accurate contacts, close dates, and Firm Future Commitments (FFCs)
Make incremental progress to successfully attaining annual quota by year end
Manage a fully ramped annual sales quota of $350,000 - $500,000 and a sales pipeline of $1M-2M
Creating, Implementing, and Maintaining a quarterly territory plan
Executing a prospecting methodology as part of their regular routine
Managing a SaaS portfolio solution sale with a 2 to 6 month purchasing cycle and multiple buyers
Quarterbacking the sale through the entire sales process ending after the transition to a Customer Success Manager
Continually learning about new products and improving selling skills
Providing regular reporting of pipeline and forecasts using Salesforce
Keeping abreast of competition, competitive issues and products
Attending and participating in sales meetings, product seminars, and trade shows
Preparing written presentations, reports, and price quotations
Conducting and managing contract negotiations
Ability to upsell and sell additional products/services into existing clients
Creating new sales pipeline, managing new sales pipeline, and closing new sales pipeline in the assigned territory for Parchment K12 suite of products to US-based K12 market
Driving net-new client adoption as well as cross-selling new products into existing network

Skills

Key technologies and capabilities for this role

SaaS SalesSales Pipeline ManagementProspectingAccount ManagementCross-SellingCRMTerritory ManagementQuota AttainmentSales StrategyCustomer Relationships

Questions & Answers

Common questions about this position

What is the sales quota for this role?

The role involves managing a fully ramped annual sales quota of $350,000 - $500,000 and a sales pipeline of $1M-2M.

Is this a remote position?

Yes, the position is represented from a home office.

What skills and experience are required for this Account Executive role?

A proven record in SaaS Sales is required, along with strong attention to detail and excelling at building and leveraging strong relationships.

What is the company culture like at Instructure?

Instructure believes in the power of people to grow and succeed, creating intuitive products and giving smart, creative, passionate people opportunities to create awesome.

What makes a strong candidate for this Account Executive position?

Candidates with a dynamic, entrepreneurial mindset, proven SaaS sales record, and ability to generate new sales opportunities while building long-term customer relationships stand out.

Instructure

Education technology for teaching and learning

About Instructure

Instructure focuses on enhancing the educational experience for teachers and students through its technology solutions. The main product, Canvas, is a learning management system (LMS) that enables educators to create, manage, and deliver course content effectively. This platform supports various educational institutions, including K-12 schools, universities, and corporate training programs, by providing a user-friendly interface for both instructors and learners. Unlike many competitors, Instructure operates on a subscription model, allowing institutions to access its services and tools for a fee. The goal of Instructure is to empower educators and improve student outcomes by providing effective teaching tools and resources, serving over 30 million users in more than 6,000 organizations globally.

Cottonwood Heights, UtahHeadquarters

2008Year Founded

$86.7MTotal Funding

IPOCompany Stage

EducationIndustries

1,001-5,000Employees

Benefits

Health Insurance

Dental Insurance

Vision Insurance

Life Insurance

Disability Insurance

Health Savings Account/Flexible Spending Account

Unlimited Paid Time Off

Flexible Work Hours

Paid Vacation

Paid Holidays

401(k) Retirement Plan

401(k) Company Match

Tuition Reimbursement

Lifestyle Spending Account

Motivosity - employee recognition program

Risks

Algorithmic bias in AI systems could harm Instructure's reputation and user trust.

KKR's acquisition may lead to strategic shifts disrupting current operations.

Intensifying competition in EdTech could challenge Instructure's market position.

Differentiation

Instructure's Canvas platform is a leading learning management system in the EdTech market.

The company supports over 30 million users across more than 6,000 organizations globally.

Instructure's acquisition of Concentric Sky enhances its digital credentialing capabilities.

Upsides

Increased demand for hybrid learning solutions boosts Instructure's market potential.

Growing interest in micro-credentials aligns with Instructure's recent strategic acquisitions.

Expansion in emerging markets offers Instructure opportunities to increase its global footprint.

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