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Instructure, a learning platform company approaching $1B in ARR, is seeking a VP of Business & Government to lead one of its most important growth sectors. This is a senior commercial leadership role for an experienced operator who has run a business before.
You will report to the President of Global Commercial Organization and own the multi-year strategy, P&L, and top-line performance (bookings, renewals, revenue, ARR) for the Business & Government sector. You will direct a cross-functional Operational Leadership Team drawn from Sales, Customer Success, Marketing, Product, Finance, and others, while building a small dedicated team including a Chief of Staff, strategy and operations lead, and business development/partnerships lead.
Key responsibilities include: setting multi-year BizGov strategy in partnership with the President; owning all sector financial targets and metrics; orchestrating cross-functional execution through senior leaders who report through their functions but work for you on sector outcomes; partnering peer-to-peer with functional leaders (CGO, CMO, CPO, CFO) to align commitments; bringing customer and competitive signals to shape the product roadmap; representing the sector externally with customers, partners, analysts, and press; and serving as a credible voice at the executive and board level.
Success in year one means: BizGov tracking to or beating its multi-year trajectory; a signed, operating BizGov Strategy Contract with functional leaders' performance goals tied to specific sector commitments; and an Operational Leadership Team functioning as a cohesive unit rather than a collection of dotted-line participants. This role requires deep commercial acumen, P&L ownership experience, cross-functional leadership capability, and the ability to build and maintain relationships at the executive level.
