Regional Sales Manager, Award

Summary

Join Instructure as a Regional Sales Manager, Award and be responsible for developing and managing sales pipelines, closing deals, and driving new client adoption of Parchment Award Account Based suite of products within a specified territory (Florida, Georgia, and South Carolina). You will focus on postsecondary institutions with over 2,000 students, targeting key decision-makers such as registrars, enrollment VPs, student success leaders, and provosts. Success in this role involves exceeding sales objectives, building strong customer relationships, and managing a significant sales quota. The position requires a proven track record in new client acquisition and experience in enterprise solution sales with a long sales cycle. You will be responsible for creating and implementing quarterly territory plans, executing a prospecting methodology, and managing the entire sales process. Continuous learning and regular reporting are also key aspects of this role.

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
• 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 a quarterly territory plan
• Executing a prospecting methodology as part of 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 honing selling strategies. The Regional Sales Manager, Award 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 preferred
• 3+ years of sales experience, preferably within a EdTech SaaS company
• Familiarity with Sandler Sales Methodology Training skills 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 an OTE of $180,000