Director, Strategic Affairs, Business & Government (external link, opens in a new tab)

Instructure, Inc.; United States; On-site; USD 150,000 - 210,000; Full time

Benefits offered by this job

Ownership program

Flexible work culture

Generous time off

Wellness programs

Tuition reimbursement

Tech & tools provided

Recognition program

Inclusive culture

Job summary

Instructure is seeking a Director of Strategic Affairs for Business and Government to guide North American engagements with policymakers, translate policy insights into revenue opportunities, and drive go-to-market strategy across states and federal lines.

You will coordinate across Sales, Marketing, Customer Success, and Product teams, manage lobbying partners, and shape procurement strategies while supporting global public policy efforts. Travel as needed.

Qualifications

• 5+ years in government affairs, public policy, or public-sector sales with a track record of revenue or pipeline targets.
• Excellent written and verbal communication skills; able to brief a legislator and a sales team.
• Willingness to travel as needed.

Responsibilities

• Help lead Government Affairs and go-to-market strategy for Instructure’s Business and Government vertical in North America across state, provincial, and federal opportunities.
• Build statewide deal pipelines by mapping education and workforce funding streams to Canvas, Mastery, and Parchment opportunities.
• Track education and technology legislation and regulation; provide actionable guidance for Sales, Marketing, Customer Success, and Product teams.
• Build and maintain trusted relationships with policymakers, agency leaders, and education associations; represent Instructure in public forums.
• Manage external advocacy partners, including lobbying firms; set deliverables, measure results, and tie spend to outcomes.
• Oversee a strategic partnership with a mission-driven edtech company serving justice-involved learners.
• Shape procurement strategy, including cooperative contracts and other purchasing vehicles, to increase win rates without relying solely on RFPs.
• Advise senior customer leaders on digital transformation, skill development, and technology adoption strategies.
• Own attribution by demonstrating how policy and government engagement drive revenue, market penetration, and customer impact.
• Contribute to international public policy efforts and help elevate Instructure’s voice globally.
• Maintain efficient sales and delivery processes.

Skills

Government affairs

Public policy

Public-sector sales

C-suite engagement

Analytical skills

Communication

Travel readiness

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:

About the role

As the Director, Strategic Affairs for Business and Government, you will help lead Instructure’s initiatives in North America through the Strategic Affairs team. In this role, you will shape Instructure’s engagement with state and local policymakers and business leaders, translating influence into revenue opportunities. You will develop the go-to-market strategy for Business and Government, help lead Government Affairs for the team, and contribute to global public policy efforts. You will connect Sales, Marketing, Customer Success, and Product so that policy insights inform deal-closing and product development. This role reports to the VP, Strategic Affairs.

What you’ll do

• Help lead Government Affairs and go-to-market strategy for Instructure’s Business and Government vertical in North America across state, provincial, and federal opportunities.
• Build statewide deal pipelines by mapping education and workforce funding streams to Canvas, Mastery, and Parchment opportunities.
• Track education and technology legislation and regulation, providing actionable guidance for Sales, Marketing, Customer Success, and Product teams.
• Build and maintain trusted relationships with policymakers, agency leaders, and education associations; represent Instructure in public forums.
• Manage external advocacy partners, including lobbying firms—set deliverables, measure results, and tie spend to outcomes.
• Oversee a strategic partnership with a mission-driven edtech company serving justice-involved learners.
• Shape procurement strategy, including cooperative contracts and other purchasing vehicles, to increase win rates without relying solely on RFPs.
• Advise senior customer leaders on digital transformation, skill development, and technology adoption strategies.
• Own attribution by demonstrating how policy and government engagement drive revenue, market penetration, and customer impact.
• Contribute to international public policy efforts and help elevate Instructure’s voice globally.
• Maintain efficient sales and delivery processes.

What you’ll bring

• 5+ years in government affairs, public policy, or public-sector sales with a track record of achieving revenue or pipeline targets.
• Experience working with C-suite and senior leaders in both public and private sectors.
• Strong understanding of education and workforce funding such as ESSA, Perkins V, and Workforce Pell.
• Strong analytical skills and the ability to turn policy and market data into clear recommendations.
• Excellent written and verbal communication skills; able to brief a legislator in the morning and a sales team in the afternoon.
• Willingness to travel as needed.

Nice to have

• Experience in K-12, Higher Education, or workforce development environments.
• Experience managing lobbyists or external policy consultants.
• Experience working within international policy contexts.

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.