Senior Account Executive

At Instructure, we believe in the power of people to grow and succeed throughout their lives. Our goal is to amplify that power by creating intuitive products that simplify learning and personal development, facilitate meaningful relationships, and inspire people to go further in their education and careers. We do this by giving smart, creative, passionate people opportunities to create awesome. 

And that's where you come in:

This is not your average Account Executive sales role. We’re looking for a true hunter—an energetic, resourceful, and persuasive seller who’s passionate about helping institutions transform learning through technology. If you love creating opportunities from scratch, building relationships that matter, and winning as a team, let’s talk.

What you will be doing:

• Drive new business growth by introducing and selling the Instructure Learning Platform to new Higher Education accounts.
• Develop and execute account and territory plans to build a robust and sustainable pipeline.
• Own the full sales cycle—from prospecting and discovery through presentation, negotiation, and close.
• Consistently meet or exceed sales targets with a focus on net-new logo acquisition.
• Identify decision-makers and build strong executive-level relationships within colleges and universities.
• Deliver compelling, consultative presentations—both in-person and virtually—that clearly demonstrate ROI and product value.
• Build strong internal partnerships across cross-functional teams (e.g., marketing, legal, product, finance) to proactively navigate deal blockers, surface creative solutions, and drive deals to close.
• Collaborate with customer success and solutions engineering to ensure a smooth transition from sale to onboarding.
• Maintain accurate records of sales activities, pipeline status, and forecasts in Salesforce.

What will set you apart:

• You’re a strategic thinker and an execution machine—able to balance planning with action.
• You love a good challenge, thrive on healthy competition, and never settle for “good enough.”
• You’re as comfortable presenting to a room full of deans and provosts as you are crafting the perfect cold email.
• You bring energy, curiosity, and a desire to make an impact in the world of education, as well as those around you including cross-functional partners and teammates.

What you will need to know/have:

• Bachelor’s degree in Business, Sales/Marketing, or related field (or equivalent experience).
• 2+ years of full-cycle sales experience, preferably in SaaS, EdTech, or enterprise technology.
• Proven success in building and closing new business—you don’t wait for leads, you create them.
• Track record of consistently meeting/exceeding quota in a fast-paced sales environment.
• Strong business acumen and consultative selling skills; ability to tailor messaging to a variety of stakeholders.
• Highly proficient in Salesforce and other sales productivity tools (e.g., Outreach, LinkedIn Sales Navigator).
• Self-motivated, coachable, and relentlessly goal-oriented.
• Experience working with Higher Education institutions and navigating complex buying cycles.

We offer competitive, meaningful benefits in every country where we operate. While they vary by location, here's a general idea of what you can expect:

• Competitive compensation and participation in Instructure’s equity program
• Flexible schedules and a remote-friendly culture, with hybrid or onsite work based on business needs
• Generous paid time off, including global holidays and our annual “Dim the Lights” company-wide shutdown from December 26 to December 31
• Comprehensive wellness programs and mental health support
• Annual learning and development stipends to support your growth
• The technology and tools you need to do your best work—typically a Mac, with PC options available in some locations
• Motovosity employee recognition program
• A culture rooted in inclusivity, support, and meaningful connection

We’ve always believed in hiring the most awesome people and treating them right. We know that the more diverse we are, the more diverse our ideas will be — and when we openly welcome those ideas, our environment is better and our business is stronger.

At Instructure we participate in E-Verify and yes, in case you didn't catch it from the above, we are an Equal Opportunity Employer.

All Instructure employees are required to successfully pass a background check upon being hired.