Senior Account Executive - Canvas - K12As a Senior Account Executive (K12) at Instructure, Inc., you will play a critical role in driving revenue growth by managing and expanding relationships with key K-12 education clients. You will be responsible for identifying new business opportunities, achieving sales targets in your assigned territory, and fostering long-term partnerships with K-12 organizations. Leveraging your expertise in strategic sales and client engagement, you will deliver Instructure's value proposition, collaborate cross-functionally, and stay ahead of industry trends to ensure client success and organizational growth.
What You Will Do- Develop and execute strategic account plans to achieve and exceed individual sales quotas within the K-12 education market.
- Proactively identify, qualify, and close new business opportunities within target K-12 accounts.
- Manage the entire sales cycle for K-12 clients, from prospecting and lead generation to contract negotiations and deal closure.
- Build and maintain strong, long-lasting relationships with K-12 customers by understanding their unique needs and aligning Instructure's solutions to address them.
- Conduct compelling presentations and product demonstrations showcasing the value of Instructure's education technology offerings to K-12 stakeholders.
- Collaborate closely with sales engineers, customer success, and product teams to ensure a seamless experience for K-12 clients.
- Accurately forecast sales opportunities, maintain up-to-date information in the CRM system, and provide regular pipeline updates.
- Stay informed on K-12 education industry trends, competitive landscape, and Instructure's product roadmap to remain a trusted advisor for clients.
- Negotiate complex deals and contracts with K-12 organizations, delivering mutually beneficial outcomes.
- Serve as a trusted advisor to K-12 clients, offering insights and solutions that support their goals and drive success.
What You Will Need to Know/Have- Minimum 5 years of successful experience in a quota-carrying sales role, ideally in the SaaS or education technology industry.
- Demonstrated ability to consistently meet or exceed sales targets, preferably in the K-12 education sector.
- In-depth understanding of complex sales cycles and strategic account management for K-12 clients.
- Exceptional communication, presentation, negotiation, and interpersonal skills.
- Strong ability to build rapport and credibility with executive-level stakeholders at K-12 organizations.
- Proficiency in CRM tools (e.g., Salesforce) and sales productivity applications.
- Self-motivated, results-oriented, and effective working both independently and as part of a high-performing team.
- Proven aptitude for quickly learning new technologies and articulating their value to K-12 education clients.
- Willingness to travel as required to engage with K-12 clients and participate in industry events approx 30%.
- Bachelor's degree in Business, Marketing, Education, or a related field preferred.
Get in on all the awesome at Instructure!We offer competitive, meaningful benefits in every country where we operate. While they vary by location, here's a general idea of what you can expect:
- Competitive compensation, plus all full-time employees participate in our ownership program - because everyone should have a stake in our success.
- Flexible work culture. Our remote, hybrid and in-office collaboration spaces vary by role, team and location.
- Generous time off, including local holidays and our annual "Dim the Lights" period in late December, when teams are encouraged to step back and recharge based on departmental needs.
- Comprehensive wellness programs and mental health support
- Learning and development resources, including professional development tools and tuition reimbursement, to support your growth
- The technology and tools you need to do your best work
- Motivosity employee recognition program
- A culture rooted in inclusivity, support, and meaningful connection
We believe in hiring great people and treating them right. The more diverse we are, the better our ideas and outcomes.
