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Instructure is seeking a Director, Strategic Affairs for Higher Education to lead the company's higher education initiatives in North America through the Strategic Affairs team. This role bridges policy, government relations, and revenue generation, reporting directly to the VP of Strategic Affairs.
You will shape Instructure's presence with state and local policymakers and business leaders, translating policy influence into concrete revenue opportunities. Key responsibilities include:
- Leading Government Affairs and developing go-to-market strategy for Instructure's Higher Education business across state, provincial, and federal opportunities in North America.
- Building statewide deal pipelines by connecting education and workforce funding sources (ESSA, Perkins V, Workforce Pell) with Canvas, Mastery, and Parchment product opportunities.
- Monitoring and analyzing education and technology legislation and regulatory changes, translating insights into actionable guidance for Sales, Marketing, Customer Success, and Product teams.
- Building and maintaining trusted relationships with policymakers, agency leaders, and education associations; representing Instructure in public forums.
- Overseeing and managing advocacy partners, including lobbying firms—setting clear goals, measuring results, and ensuring advocacy spend drives business outcomes.
- Shaping procurement strategies (cooperative contracts, alternative purchasing vehicles) to increase win rates beyond traditional RFPs.
- Advising senior customer leaders on digital transformation, skills development, and technology adoption strategies.
- Owning attribution by demonstrating how policy and government engagement drives revenue, market share, and customer impact.
- Contributing to international public policy initiatives to support Instructure's global voice and influence.
- Maintaining efficient sales and delivery processes.
Instructure offers competitive compensation with an ownership program for all full-time employees, flexible work culture, generous time off including an annual "Dim the Lights" recharge period in December, comprehensive wellness and mental health support, learning and development resources including tuition reimbursement, and a culture rooted in inclusivity and meaningful connection.
REQUIREMENTS:
- 5+ years of experience in government affairs, public policy, or public sector sales with a proven track record of achieving revenue or pipeline targets.
- Experience working with C-suite and senior leaders in both public and private sectors.
- Strong understanding of education and workforce funding sources such as ESSA, Perkins V, and Workforce Pell.
- Strong analytical skills with the ability to turn complex policy and market data into clear recommendations.
- Excellent written and verbal communication skills, adaptable to both legislative briefings and sales team discussions.
- Willingness to travel as needed.
NICE TO HAVE:
- Experience in K-12, Higher Education, or workforce development environments.
- Experience managing lobbying firms or policy consultants.
- Experience working within international policy contexts.
