[Remote] Sr. Account Executive, K12 at Instructure

United States

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Not SpecifiedCompensation

Senior (5 to 8 years)Experience Level

Full TimeJob Type

UnknownVisa

EdTech, K12 EducationIndustries

Requirements

5+ years of successful quota-carrying sales experience in B2B SaaS, preferably within the EdTech sector
Proven track record of consistently exceeding sales targets and closing complex deals
Exceptional communication, presentation, and negotiation skills
Ability to build rapport quickly and establish trust with key decision-makers
Highly organized, self-motivated, and able to manage multiple priorities in a fast-paced environment
Proficiency with CRM software (e.g., Salesforce) and Google Workspace or Microsoft Office Suite
Willingness to travel up to 15% for client meetings and industry events

Responsibilities

Develop and execute strategic sales plans to identify, engage, and close new business opportunities with K-12
Manage the entire sales cycle from prospecting and lead qualification to proposal development, negotiation, and contract closure
Build and maintain strong, long-lasting customer relationships, understanding their evolving needs and positioning Instructure solutions to meet those needs
Conduct compelling product demonstrations and presentations to diverse audiences, including senior leadership, educators, and IT professionals
Collaborate effectively with internal teams, including sales engineering, customer success, and product development, to ensure seamless customer experiences
Maintain accurate and up-to-date sales forecasts and activity in the CRM system (e.g., Salesforce)
Stay informed about industry trends, competitive landscape, and Instructure's product roadmap to effectively articulate our value proposition
Attend industry conferences, trade shows, and other events as required to represent Instructure and generate new leads

Skills

Key technologies and capabilities for this role

B2B SaaS SalesEdTechSalesforceSales Cycle ManagementProspectingLead QualificationProposal DevelopmentNegotiationProduct DemonstrationsCRMQuota Carrying

Questions & Answers

Common questions about this position

What compensation and benefits are offered for this role?

Instructure offers competitive compensation, plus all full-time employees participate in an ownership program. Benefits vary by location but include flexible schedules and generous time off.

Is this position remote or does it require office work?

The role features a remote-friendly culture with flexible schedules, and hybrid or onsite work options available in some regions for specific roles.

What skills and experience are required for the Senior Account Executive role?

Candidates need 5+ years of successful quota-carrying sales experience in B2B SaaS, preferably EdTech, a proven track record of exceeding sales targets, exceptional communication and negotiation skills, and proficiency with CRM software like Salesforce.

What is the company culture like at Instructure?

Instructure fosters a remote-friendly culture with flexible schedules, values smart, creative, passionate people, and provides opportunities to create awesome products while offering generous time off including a company-wide 'Dim the Lights' week.

What makes a strong candidate for this position?

A strong candidate has 5+ years of quota-carrying B2B SaaS sales experience, preferably in EdTech, a track record of exceeding targets and closing complex deals, plus exceptional communication, negotiation skills, and CRM proficiency.

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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