SlipstreamJobs tracks this role from the company's public career site. Apply directly on the employer's site.
Instructure is seeking a Hybrid Sales Development Representative (SDR) to generate qualified pipeline across inbound and outbound sales motions within an assigned territory focused on higher education institutions. You will own the front end of the customer journey, responding to and qualifying inbound interest while proactively prospecting into colleges and universities that align with the ideal customer profile. You'll partner closely with a dedicated Drive Team including a Sales Rep and Customer Success Manager to develop territory strategy, prioritize accounts, and create meaningful sales conversations.
Key responsibilities include: owning pipeline generation across your assigned territory by balancing inbound leads and outbound prospecting; responding quickly to inbound interest with thoughtful qualification; proactively prospecting into target accounts using research-based, value-driven outreach across email, phone, and social channels; partnering with your Drive Team on territory and account strategy; executing personalized discovery conversations that uncover customer goals and connect them to relevant Instructure solutions; maintaining strong CRM hygiene and accurate activity tracking; and collaborating with Sales, Customer Success, Marketing, and cross-functional partners.
The ideal candidate demonstrates a growth mindset, coachability, and quality focus—prioritizing pipeline quality over activity volume. You're customer-focused, curious about organizational challenges, and skilled at connecting those challenges to meaningful solutions. You excel at prioritization, balancing competing demands between inbound and outbound work, and show resilience through rejection and longer sales cycles. You have experience in sales development, outbound prospecting, or similar customer-facing sales roles, with strong written and verbal communication skills. You're comfortable with modern sales tools including Salesforce, Outreach, Demandbase, LinkedIn Sales Navigator, Zoom, Slack, and Google Suite. The role requires in-person presence at the Salt Lake City office at least 2 days per week and the ability to work independently in a remote environment while staying aligned to shared goals.
