Vice President, Sales

Summary

Join Instructure as the Vice President of Sales, Latin America, and lead the regional sales team to achieve and surpass ambitious sales targets. This leadership role demands strategic planning, channel partner management, and cross-functional team leadership. You will develop and execute regional sales strategies, build and maintain strong partner relationships, and consistently generate pipeline coverage. Success in this position requires a proven track record of exceeding $5M in annual sales, experience in the education technology sector, and fluency in Spanish or Portuguese. The ideal candidate will possess strong leadership, communication, and negotiation skills, along with a deep understanding of the Latin American education market.

Requirements

• Bachelor’s degree in business, education, or a related field
• 10+ years of experience in senior leadership roles, with a strong emphasis on sales, business development, and channel partner management
• Demonstrated success in exceeding sales targets of $5M+ annually, preferably in education technology, SaaS, or a related industry
• Proven experience in building, managing, and developing channel partner networks
• Strong understanding of the education sector in Latin America, including regulatory environments and market dynamics
• Fluency in Spanish and/or Portuguese (English fluency is essential)

Responsibilities

• Develop and execute a comprehensive regional strategy aligned with Instructure's global objectives
• Identify market opportunities, assess competitive landscapes, and prioritize key initiatives to drive revenue growth
• Drive revenue growth by consistently achieving and exceeding sales targets of $5M+ annually
• Lead high-stakes negotiations and close strategic deals with educational institutions, government entities, and corporate clients
• Deliver to your team forecast that will be reported out on a recurring cadence with Global leadership
• Develop and execute a channel strategy to build, manage, and grow a robust network of partners across the region
• Establish strong relationships with channel partners, providing support, training, and resources to enable their success
• Monitor partner performance, implement improvement plans where needed, and align partners with Instructure's growth objectives
• Build and maintain strong relationships with key stakeholders, including educational institutions, government bodies, and corporate partners
• Establish partnerships and alliances to enhance Instructure’s market presence and accelerate growth in the region
• Working with internal and external marketing and SDR stakeholders, consistently generate 3X pipeline coverage for your team’s quarterly sales targets
• Recruit, develop, and lead a high-performing team, fostering a culture of collaboration and innovation
• Provide mentorship and support to regional staff to achieve professional and organizational growth
• Serve as the spokesperson for Instructure in Latin America, representing the company at industry events, conferences, and media engagements
• Advocate for Instructure’s mission to transform education through technology
• Ensure a customer-centric approach to all initiatives, focusing on delivering exceptional experiences to users of Instructure products
• Address customer feedback and implement solutions to drive satisfaction and loyalty

Preferred Qualifications

• MBA or advanced degree
• Expertise in developing and executing channel partner strategies
• Proven ability to close high-value deals and consistently overachieve sales targets
• Strategic thinking and decision-making
• Exceptional leadership and team-building capabilities
• Strong communication and negotiation skills
• Ability to navigate complex business environments and manage cross-cultural teams
• Customer-focused mindset with a commitment to delivering impactful solutions