Sales Development Representative - Higher Education

Employment Type: Full-time

Salary: $45,000 - $45,000 per year + $14,700 annual commission target

Location Type: Remote (with potential for hybrid/onsite in some regions)

Position Overview

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 are looking for a highly motivated Sales Development Representative (SDR) who thrives off a challenge. The SDR is responsible for creating and qualifying leads, setting meetings, and managing the top of the sales funnel to support our Higher Education sales team.

What You Will Be Doing

• Growth Mindset: Take initiative, be motivated to succeed, and proactively build your own path to success.
• Coachability: Be eager to learn, actively seek feedback, and continuously strive for improvement.
• Quality Focused: Care about generating high-quality conversations and pipeline that lead to meaningful outcomes.
• Team Player: Collaborate effectively with fellow SDRs and Sales partners, share insights, ask questions, and contribute to team success.
• Problem Solving: Address objections, tailor your approach to the needs of each account, and position our solutions effectively.
• Resilience and Persistence: Handle rejection well and maintain a strategic mindset to drive engagement.
• Time Management: Manage your calendar efficiently, prioritize high-impact activities, and stay organized.
• Qualify leads through value-based conversations with key stakeholders in Higher Education institutions.
• Research, identify, and manage accounts using various outreach methods.
• Collaborate closely with Regional Sales Managers to execute strategic engagement plans.
• Route qualified opportunities to Sales for further development and closure.
• Maintain accurate documentation of activity and pipeline progress in Salesforce.
• Participate in campaigns, webinars, events, and other top-of-funnel initiatives.

What You Will Need to Know/Have

• Demonstrated success in an SDR or customer-facing role.
• Experience with CRM and prospecting tools (e.g. Salesforce, Outreach, Qualified Chat, Demandbase) preferred but not required.
• Strong written and verbal communication skills.
• Ability to work both independently and in a team environment.
• Driven, enthusiastic, and eager to build a career in sales.
• Bachelor’s degree preferred but not required.
• SaaS sales experience is a plus.

Company Information & Benefits

At Instructure, we believe 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.

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 and participation in Instructure’s equity program.
• Flexible schedules and a remote-friendly culture, with hybrid or onsite work available in some regions for specific jobs.
• Generous paid time off, including global holidays and our annual “Dim the Lights” company-wide shutdown from December 26 to December 31.
• 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.

Instructure participates in E-Verify and is an Equal Opportunity Employer.