Regional Sales Manager

Summary

Join Instructure as a Regional Sales Manager, K12, and be responsible for developing and managing sales pipelines, closing deals, and driving new client adoption for Parchment's K12 suite of products within the US K12 market. You will focus on building relationships with key decision-makers such as Directors of Student Services, Registrars, Principals, and Superintendents. This role requires a proven track record in SaaS sales and a dynamic, entrepreneurial mindset. You will manage a sales quota and pipeline, create and execute territory plans, and continually improve your sales skills. The position is remote, offering a competitive compensation package and benefits.

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 - Required
• Salesforce Reporting and Usage - Required
• Microsoft Suite of Tools (Word, Excel, PowerPoint) skills - will train
• Develop and implement effective sales level campaigns/sequences using Sales Enablement Tools such as Outreach, Engagio, Salesforce and Highspot

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 $15,000-$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 $350,000 - $500,000 and a sales pipeline of $1M-2M
• Creating, Implementing, and Maintaining a quarterly territory plan
• Executing a prospecting methodology as part of their regular routine
• Managing a SaaS portfolio solution sale with a 2 to 6 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

• Bachelor’s degree preferred
• 3+ years of sales experience, preferably within a EdTech SaaS company
• Familiarity with Solution based selling methodologies is a plus

Benefits

• Competitive compensation and participation in Instructure’s equity program
• Flexible schedules and a remote-friendly culture, with hybrid or onsite work available in some regions for specific jobs
• 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
• Motivosity employee recognition program
• A culture rooted in inclusivity, support, and meaningful connection
• $90,000 - $90,000 a year
• This is position will also have a commission target of $90,000 per year, with on target earnings of $180,000