Senior Account Executive

Summary

Join Instructure as an Account Executive and drive new business growth by selling the Instructure Learning Platform to Higher Education institutions. Develop and execute account and territory plans, manage the full sales cycle, and consistently exceed sales targets. Build strong executive-level relationships, deliver compelling presentations, and collaborate with cross-functional teams. Maintain accurate sales records in Salesforce and ensure smooth transitions from sale to onboarding. This role requires a strategic mindset, a love for challenges, and excellent communication skills. Successful candidates will have a Bachelor's degree, 2+ years of full-cycle sales experience, and a proven track record of exceeding quotas.

Requirements

• Bachelor’s degree in Business, Sales/Marketing, or related field (or equivalent experience)
• 2+ years of full-cycle sales experience, preferably in SaaS, EdTech, or enterprise technology
• Proven success in building and closing new business—you don’t wait for leads, you create them
• Track record of consistently meeting/exceeding quota in a fast-paced sales environment
• Strong business acumen and consultative selling skills; ability to tailor messaging to a variety of stakeholders
• Highly proficient in Salesforce and other sales productivity tools (e.g., Outreach, LinkedIn Sales Navigator)
• Self-motivated, coachable, and relentlessly goal-oriented
• Experience working with Higher Education institutions and navigating complex buying cycles

Responsibilities

• Drive new business growth by introducing and selling the Instructure Learning Platform to new Higher Education accounts
• Develop and execute account and territory plans to build a robust and sustainable pipeline
• Own the full sales cycle—from prospecting and discovery through presentation, negotiation, and close
• Consistently meet or exceed sales targets with a focus on net-new logo acquisition
• Identify decision-makers and build strong executive-level relationships within colleges and universities
• Deliver compelling, consultative presentations—both in-person and virtually—that clearly demonstrate ROI and product value
• Build strong internal partnerships across cross-functional teams (e.g., marketing, legal, product, finance) to proactively navigate deal blockers, surface creative solutions, and drive deals to close
• Collaborate with customer success and solutions engineering to ensure a smooth transition from sale to onboarding
• Maintain accurate records of sales activities, pipeline status, and forecasts in Salesforce

Preferred Qualifications

• You’re a strategic thinker and an execution machine—able to balance planning with action
• You love a good challenge, thrive on healthy competition, and never settle for “good enough.”
• You’re as comfortable presenting to a room full of deans and provosts as you are crafting the perfect cold email
• You bring energy, curiosity, and a desire to make an impact in the world of education, as well as those around you including cross-functional partners and teammates

Benefits

• Competitive compensation and participation in Instructure’s equity program
• Flexible schedules and a remote-friendly culture, with hybrid or onsite work based on business needs
• 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
• Motovosity employee recognition program
• A culture rooted in inclusivity, support, and meaningful connection