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Instructure is seeking a Senior Account Executive to drive new business growth for Parchment, its credential management platform serving K-12 education. This role focuses on building strategic relationships with school districts, charter schools, and state education departments to position Parchment as the premier credential management solution.
You will develop and execute strategic sales plans to achieve revenue targets, prospect and identify new business opportunities within K-12 institutions, and manage the full sales cycle from initial contact through contract close. Key responsibilities include conducting in-depth needs assessments and discovery calls to understand customer pain points, delivering tailored presentations and product demonstrations, and negotiating contracts to ensure mutually beneficial outcomes.
You'll collaborate cross-functionally with Marketing, Product, and Customer Success teams to ensure seamless onboarding and customer satisfaction. The role requires staying informed about K-12 education trends, competitive landscape, and relevant policies. You'll maintain accurate sales forecasting and CRM records, and represent Instructure at industry conferences and trade shows.
Required qualifications include a bachelor's degree, 5+ years of successful sales experience in K-12 education technology or related field, and a demonstrated track record of meeting or exceeding sales quotas. You need strong understanding of the K-12 education market, including key challenges, decision-making processes, and experience selling SaaS solutions, preferably in credential management or student information systems.
Excellent communication, presentation, negotiation, and interpersonal skills are essential. You must be able to build rapport with diverse stakeholders including superintendents, principals, registrars, and IT directors. Proficiency with CRM software (Salesforce) and Google Workspace or Microsoft Office Suite is required. Willingness to travel up to 50% is necessary.
