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Instructure is seeking a Senior Account Executive focused on the K-12 education market. In this role, you will drive revenue growth by managing and expanding relationships with key K-12 education clients, identifying new business opportunities, and achieving sales targets in your assigned territory. You will be responsible for the entire sales cycle—from prospecting and lead generation through contract negotiation and deal closure—while fostering long-term partnerships with K-12 organizations.
Key responsibilities include developing and executing strategic account plans to exceed sales quotas; proactively identifying and qualifying new business opportunities within target K-12 accounts; building and maintaining strong relationships by understanding client needs and aligning Instructure's solutions accordingly; conducting compelling presentations and product demonstrations to K-12 stakeholders; collaborating with sales engineers, customer success, and product teams to ensure seamless client experiences; accurately forecasting sales opportunities and maintaining CRM data; staying informed on K-12 education trends and competitive landscape; negotiating complex deals with K-12 organizations; and serving as a trusted advisor offering insights that support client goals.
You will travel approximately 30% to engage with K-12 clients and participate in industry events. This is a quota-carrying role where you will work both independently and as part of a high-performing sales team.
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 late December, comprehensive wellness programs and mental health support, learning and development resources including professional development tools and tuition reimbursement, and a culture rooted in inclusivity and meaningful connection.
Requirements: Minimum 5 years of successful experience in a quota-carrying sales role, ideally in SaaS or education technology; demonstrated ability to consistently meet or exceed sales targets, preferably in K-12 education; in-depth understanding of complex sales cycles and strategic account management for K-12 clients; exceptional communication, presentation, negotiation, and interpersonal skills; strong ability to build rapport and credibility with executive-level stakeholders at K-12 organizations; proficiency in CRM tools (e.g., Salesforce) and sales productivity applications; self-motivated and results-oriented; proven aptitude for quickly learning new technologies and articulating their value to K-12 education clients; willingness to travel approximately 30%; Bachelor's degree in Business, Marketing, Education, or related field preferred.
