Associate Regional Sales Manager

Summary

Join Instructure as an Associate Regional Sales Manager, Pathways and contribute to our mission of simplifying learning and personal development. You will 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. This role demands a dynamic, entrepreneurial mindset and a proven track record in new client acquisition. You will manage a sales quota, develop territory plans, and execute prospecting methodologies. Success requires strong relationship-building skills, excellent communication, and proficiency in sales tools. This is a full-time, home-based position.

Requirements

• Strong attention to detail
• Excel at building and leveraging strong relationships
• Excellent written and verbal communication skills
• Bright, energetic professional with outstanding communication and interpersonal 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
• Develop and implement effective sales level campaigns/sequences using Sales Enablement Tools such as Outreach, Engagio, SalesForce and Highspot
• 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. The Associate Regional Sales Manager, Pathways is required to attend training events throughout the year and expected to participate in self-paced tutorial learning when appropriate
• 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 Winning by Design & Sandler Sales Methodology Training

Benefits

$60,000 - $60,000 a year