Hybrid SDR: Higher Ed Pipeline Builder

Instructure, Inc.; Utah; Hybrid; USD 45,000 - 65,000; 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 Hybrid Sales Development Representative to drive early pipeline in a Salt Lake City-area territory. You’ll partner with a Drive Team to qualify inbound and outbound opportunities, conduct discovery, and craft personalized outreach that connects customer goals to Instructure solutions.

Ideal candidates bring proven SDR experience, excellent communication skills, and the ability to work in a hybrid environment, including in-office days in Salt Lake City.

Qualifications

• Experience in sales development, outbound prospecting, inbound lead qualification, or a similar customer-facing sales role.
• Ability to work in-person from our Salt Lake City office at least 2 days a week
• Strong written and verbal communication skills.
• Comfort working across both inbound and outbound sales motions.
• Comfort working in modern sales tools and workflows, including: Salesforce, Outreach, Demandbase, LinkedIn Sales Navigator, Zoom, Slack and Google Suite
• Ability to work independently in a remote environment while staying aligned to shared goals.
• Track record of meeting goals and driving outcomes.

Responsibilities

• Own pipeline generation across an assigned territory, balancing inbound leads and proactive outbound prospecting based on business priorities and buyer intent.
• Respond quickly and thoughtfully to inbound interest, qualifying prospects, understanding their needs, and determining the appropriate next step.
• Proactively prospect into accounts and organizations within your territory that align with our ideal customer profile.
• Partner directly with your Drive Team to develop territory and account strategies, prioritize opportunities, and align on follow-up plans.
• Execute personalized outreach across email, phone, and social channels using a research-based, value-driven approach.
• Deliver a strong buyer experience through clear communication, thoughtful storytelling, and relevant discovery.
• Run discovery conversations that uncover customer goals, challenges, and priorities, then connect those needs to relevant Instructure solutions.
• Generate pipeline that becomes qualified pipeline — validated by the Sales Rep and moved into active working pipeline.
• Prioritize prospects based on inbound intent, account potential, engagement, territory priorities, and other relevant signals.
• Build personalized messaging and sequences that reflect buyer context, industry language, and account priorities.
• Maintain strong CRM hygiene and accurate activity tracking to support reporting, forecasting, and effective territory coverage.
• Collaborate closely with Sales, Customer Success, Marketing, and other cross-functional partners to create a seamless customer experience.
• Apply coaching, test new approaches, and continuously improve conversion through iteration and data-driven insights.

Skills

Growth mindset

Coachability

Quality-focused

Customer-focused

Prioritization

Team-first

Problem solving

Resilience & persistence

Time management

Tools

Salesforce

Outreach

Demandbase

LinkedIn Sales Navigator

Zoom

Slack

Google Suite

Job description

Instructure, Inc. is seeking a Hybrid Sales Development Representative to drive early pipeline in a Salt Lake City-area territory. You’ll partner with a Drive Team to qualify inbound and outbound opportunities, conduct discovery, and craft personalized outreach that connects customer goals to Instructure solutions.

Ideal candidates bring proven SDR experience, excellent communication skills, and the ability to work in a hybrid environment, including in-office days in Salt Lake City.