Associate Regional Sales Manager

Summary

Join Instructure as an Associate Regional Sales Manager, Award and be responsible for generating new sales pipeline and closing deals within a specified territory, focusing on US postsecondary institutions with fewer than 2,000 learners. You will drive new client adoption and cross-selling of Parchment Award Account Based suite of products. This role requires a dynamic, entrepreneurial mindset and a proven track record in new client acquisitions. You will manage a sales quota and pipeline, create and implement territory plans, and manage the entire sales process. The ideal candidate will possess strong communication, relationship-building, and sales skills. Instructure offers a competitive salary and benefits package.

Requirements

• Strong attention to detail
• Excel at building and leveraging strong relationships
• Excellent written and verbal communication skills
• Demonstrated ability to manage multiple tasks with shifting priorities and tight deadlines
• Ability to work in an entrepreneurial environment
• Self-driven and independent
• Growth mindset
• Google Suite of Tools (Gmail, Docs, Sheets, Slides) skills
• SalesForce Reporting and Usage
• Bachelor’s degree
• 1+ years of sales experience, preferably within an EdTech SaaS company

Responsibilities

• Schedule five (5) “1st new meetings” per week
• Deliver five (5) “1st new meetings” per week
• Schedule and hold a weekly meeting with a corresponding Sales Development Representative (SDR) to plan and execute territory strategy for pipeline creation
• Generating $20,000-$40,000 in new sales opportunities each week, depending on territory assignment
• Maintain all Current Quarter Opportunities with accurate contacts, close dates, and Firm Future Commitments (FFCs)
• Make incremental progress to successfully attaining annual quota by year end
• Manage a fully ramped annual sales quota of $300,000 - $450,000 and a sales pipeline of $750,000-1.125M
• Creating, Implementing, and Maintaining a quarterly territory plan
• Executing a prospecting methodology as part of their regular routine
• Managing an enterprise solution sale with a 6 to 12 month purchasing cycle and multiple buyers. Quarterbacking the sale through the entire sales process ending after the transition to a Customer Success Manager
• Continually learning about new products and improving selling skills
• Providing regular reporting of pipeline and forecasts using SalesForce
• Keeping abreast of competition, competitive issues and products
• Attending and participating in sales meetings, product seminars, and trade shows
• Preparing written presentations, reports, and price quotations
• Conducting and managing contract negotiations
• Ability to upsell and sell additional products/services into existing clients

Preferred Qualifications

Familiarity with Sandler Sales Methodology Training

Benefits

• 401k with company match
• HSA program, vision, voluntary life, and AD&D
• Tuition reimbursement
• Lifestyle Spending Account
• Paid time off, 11 paid holidays, and flexible work schedules
• Motivosity - employee recognition program
• $50,000 - $60,000 a year
• This role will also have a commission target of $40k bringing the OTE to a range of $90k-100k