Regional Sales Manager

Summary

Join Instructure and become our Regional Sales Manager, Pathways (Enterprise)! This role focuses on generating and closing new sales within a specified territory for the Parchment Pathways Enterprise product suite. You will be responsible for acquiring new clients and cross-selling to existing ones, targeting key decision-makers in higher education institutions. Success in this position requires a proven track record in new client acquisition and a dynamic, entrepreneurial approach. You will manage a significant sales quota and pipeline, requiring strong sales skills and strategic planning. The role involves considerable travel within the assigned territory and regular reporting using Salesforce. This is a commission-based role with a competitive compensation package.

Requirements

• Exhibit a willingness to travel up to 50% a year
• 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 - Required
• SalesForce Reporting and Usage - Required
• Bachelor’s degree required
• 3+ 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
• Build $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 $650,000 - $850,000 and a sales pipeline of $ 1.5-2M
• 25%-50% Travel within assigned territory
• 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 Regional Sales Manager (Parchment 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

3+ years of experience in an educational environment

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 - $90,000 a year
• This role will have a commission component of $90,000 putting the OTE at $180,000