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Instructure is seeking a Sales Operations Manager to build the operational engine for New Markets, a new division focused on generating revenue through AI-built products. This is a blank-page role where you'll own the end-to-end go-to-market lifecycle for emerging product bets, from market sizing and early strategy through launch, field execution, and performance tracking.
You'll report directly to the President of New Markets and serve as the voice of the business in critical commercial decisions. Your responsibilities include designing go-to-market approaches with product founders, building sales coverage models and pipeline processes, establishing analytics and reporting infrastructure in Salesforce, and defining the playbook for graduating successful products into the core business.
Key deliverables include owning GTM operations across the product portfolio, shaping ideal-customer definitions and pricing strategies, designing sales motions and forecasting cadences, building the reporting backbone to track pipeline health and renewal trends, running launch readiness across CRM, playbooks, and cross-functional alignment, and translating early-stage complexity into data-backed narratives for leadership.
This role requires someone who can move from nothing to a working system with minimal hand-holding, structure messy problems under ambiguity, and influence product, finance, marketing, and sales teams without direct authority. You'll need five-plus years in sales or revenue operations, real experience launching new products where playbooks didn't exist, three-plus years hands-on with Salesforce, advanced Excel skills, and strong executive communication abilities. The pace is fast with weekly investor-style updates, bi-monthly demos, and transparent governance. Instructure reaches roughly half of US higher education, connecting over 13,000 institutions, providing unique distribution and data advantages for new product bets.
