Regional Sales Manager

Summary

Join Instructure as a Regional Sales Manager, Award and be responsible for generating new sales pipeline and closing deals within a specified territory, focusing on US postsecondary institutions. You will drive net-new client adoption and cross-selling within the Parchment Award Account Based suite of products. This role requires a dynamic, entrepreneurial mindset and a proven track record in new client acquisitions. The position is based in Colorado, Arizona, New Mexico, Utah, or Nevada. You will manage a significant sales quota and pipeline, requiring strong sales skills and relationship building. 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
• 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
• Willingness to travel 40% a year

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 $25,000-$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 $600,000 - $700,000 and a sales pipeline of $2M-4M
• Creating, Implementing, and Maintaining an 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

• Bachelor’s degree
• 3+ years of sales experience, preferably within a EdTech SaaS company
• Familiarity with Sandler Sales Methodology Training skills

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
• $90,000 - $95,000 a year
• This role will include a commission target of 90-95k bringing the OTE to a range of 180-190k per year