Sales Development Representative, Anz

Instructure, Inc.; Coffs Harbour City Council; Hybrid; AUD 90,000 - 130,000; Full time

Benefits offered by this job

Ownership program

Flexible work culture

Generous time off

Wellness programs

Tuition reimbursement

Job summary

Instructure, Inc. is seeking a dynamic Sales Development professional to accelerate growth across Australia & New Zealand. You will respond rapidly to inbound inquiries, qualify opportunities, and schedule high-quality meetings to drive the pipeline.

You’ll also conduct outbound outreach, research accounts, and tailor messaging to resonate with local prospects while partnering with the Drive Team to align on territory plans. A strong CRM discipline is essential for success.

Qualifications

• Experience in sales development, lead qualification, prospecting, or a related role.
• Familiarity with CRM systems and sales engagement tools.
• Ability to work independently while staying aligned to team goals.
• Strong follow-through, communication, and process discipline.

Responsibilities

• Own inbound speed-to-lead: respond quickly and schedule high-quality meetings.
• Execute outbound prospecting weekly with clear communication and discovery-driven conversations.
• Research accounts and personas to tailor messaging for your region and language market.
• Partner with the Drive Team to align on territory strategy and target accounts.
• Maintain accurate activity and pipeline tracking in Salesforce.

Skills

Sales development

Lead qualification

Prospecting

CRM familiarity

Independent work

Communication

Tools

Sales engagement tools

Job description

Job Description

At Instructure, we believe in the power of people to grow and succeed throughout their lives. Our goal is to amplify that power by creating intuitive products that simplify learning and personal development, facilitate meaningful relationships, and inspire people to go further in their education and careers. We do this by giving smart, creative, passionate people opportunities to create awesome. And that's where you come in:

What You’ll Do

• Own inbound speed-to-lead: respond quickly, qualify inbound interest, and schedule high-quality meetings.

• Execute consistent outbound prospecting every week, regardless of inbound volume. Deliver a strong buyer experience through clear communication, storytelling, and discovery-driven conversations.

• Research accounts and personas to tailor messaging that resonates in your region and language market.

• Partner with your Drive Team to align on territory strategy, target accounts, and follow-through plans.

• Drive pipeline that becomes qualified pipeline, validated by the Sales Rep and moved into active working pipeline.

• Maintain accurate activity and pipeline tracking in Salesforce and engagement tools.

• Continuously improve outreach and qualification through coaching, iteration, and market insights

Your Focus Area

In this role, you’ll support the Australia & New Zealand Team team by uncovering opportunities in new accounts in our Further Education/Tertiary territory, using strong discovery and storytelling to connect Instructure solutions to improved teaching and learning outcomes.

What We’re Looking For

• Based in Australia only

• Strong written and verbal communication skills (including required regional language fluency)
• Customer-first mindset and the ability to create a strong first impression
• Ability to balance inbound urgency with outbound discipline and consistent execution
• Coachability, curiosity, and a growth mindset
• Resilience and problem-solving; you adjust based on what works in your market
• Strong organisation and time management in a remote environment
• Collaboration-first approach with Sales partners and SDR peers

Qualifications

• Experience in sales development, lead qualification, prospecting, or a related role
• Familiarity with CRM systems and sales engagement tools
• Ability to work independently while staying aligned to team goals
• Strong follow-through, communication, and process discipline

Success in This Role Looks Like

• Fast inbound response and consistent qualification quality
• Outbound execution that drives qualified meetings and pipeline week after week
• Strong Drive Team alignment: clean handoffs, shared priorities, consistent follow-through
• Accurate CRM hygiene and dependable territory coverage
• Continuous improvement in messaging, conversion, and buyer engagement

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.

Instructure is an Equal Opportunity Employer. We comply with applicable employment and anti-discrimination laws in every country where we operate.

All employees must pass a background check as part of the hiring process. To help protect our teams and systems, we’ve implemented identity verification measures. Candidates may be asked to verify their legal name, current physical location, and provide a valid contact number and residential address, in accordance with local data privacy laws.

Any attempt to misrepresent personal or professional information will result in disqualification.