Sr Account Executive - Acquisition (ANZ Schools)

Instructure; Australia; On-site; AUD 90,000 - 130,000; Full time

Job summary

A leading education technology company is seeking a Sr Account Executive to drive new business within the ANZ Schools sector. This role involves managing the full sales cycle, developing strategic account plans, and building strong relationships with key decision-makers. Ideal candidates will have over 5 years of experience in B2B SaaS sales with a focus on K-12 education. The position offers opportunities for extensive travel across the APAC region and is full-time based in Australia.

Qualifications

• 5+ years of successful sales experience in B2B SaaS.
• Proven track record in the ANZ K-12 Schools market.
• Ability to negotiate and manage complex sales cycles.

Responsibilities

• Identify and target prospective clients in the K-12 sector.
• Manage the entire sales cycle from lead to closing.
• Develop strategic account plans to grow market share.

Skills

Quota-carrying sales experience

Selling into ANZ K-12 Schools market

Complex sales cycle management

Communication skills

Technical aptitude

Relationship building

Education

Bachelor’s degree in Business, Marketing or related field

Job description

Sr Account Executive - Acquisition (ANZ Schools)

Join to apply for the Sr Account Executive - Acquisition (ANZ Schools) role at Instructure.

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.

About The Role

• New Business Development: proactively identify and target prospective clients within the K-12 Schools sectors across Australia and NZ.
• Sales Cycle Management: manage the entire sales cycle from lead generation and qualification to proposal development, negotiation, and closing complex deals.
• Strategic Planning: develop and execute strategic account plans to penetrate new markets and expand Instructure's footprint in the ANZ Schools market.
• Relationship Building: cultivate and maintain strong relationships with key decision-makers and stakeholders within target organisations.
• Product Expertise: become a subject matter expert on Instructure's product portfolio (e.g., Canvas LMS and affiliated modules), effectively articulating value propositions to diverse audiences.
• Market Analysis: stay informed about industry trends, competitive landscape, and regulatory changes within the ANZ K-12 Schools education market.
• Collaboration: work closely with sales engineering, marketing, and customer success teams to ensure a seamless customer experience and successful product adoption.
• Forecasting & Reporting: accurately forecast sales opportunities and provide regular updates on sales activities and pipeline status to management.
• Travel: ability to travel extensively within the APAC region as required to meet with prospective clients and attend industry events.

About You

• Experience: 5+ years of successful quota‑carrying sales experience in a B2B SaaS environment, with a strong emphasis on new logo acquisition.
• Regional Expertise: proven track record of selling into the ANZ K-12 Schools market, with a deep understanding of business practices, market nuances, and dynamics to effect positive relationships and engagement models.
• Enterprise Expertise: experience engaging with enterprise accounts (such as Department of Education and Catholic Dioceses) is preferred, and an ability to manage individual school accounts in parallel.
• Industry Knowledge: experience selling into the education technology sector (ANZ K-12) or similar learning market is highly preferred.
• Sales Acumen: proven ability to manage complex sales cycles, negotiate effectively, and manage deal flow consistently; a demonstrated ability to close high‑value deals and consistently exceed sales targets.
• Communication Skills: exceptional written and verbal communication, presentation, and interpersonal skills.
• Technical Aptitude: ability to quickly understand and articulate technical concepts and product functionality.
• Education: Bachelor’s degree in Business, Marketing, or a related field is preferred.
• Self‑Starter: highly motivated, results‑oriented, and able to work independently in a fast‑paced environment.

Seniority Level

Mid-Senior level

Employment type

Full-time

Job function

Sales and Business Development

Industries

E-Learning Providers

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.

We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analysing resumes, or assessing responses. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.