Senior Account Executive

instructure.com; United States; Hybrid; USD 120,000 - 180,000; Full time

Benefits offered by this job

Ownership program

Flexible work culture

Generous time off

Wellness programs

Tuition reimbursement

Recognition program

Inclusive culture

Job summary

Instructure is seeking a Senior Account Executive to drive revenue growth across enterprise accounts in the United States. You will lead full-cycle B2B sales, from discovery to proposal and contract negotiations, building trusted relationships with senior stakeholders.

Join a collaborative, flexible team with remote/hybrid options. You will contribute to growth by identifying opportunities, exceeding quotas, and mentoring junior teammates while leveraging Salesforce and other CRM tools.

Qualifications

• 5+ years of experience in B2B software sales.
• Proven track record of exceeding sales targets.
• Experience managing complex enterprise sales cycles.
• Strong communication, presentation, and negotiation skills.
• Familiarity with CRM software (Salesforce) and sales methodologies.

Responsibilities

• Develop and execute comprehensive sales strategies to meet quotas.
• Identify, qualify, and pursue new business opportunities within the territory.
• Manage the full sales cycle from prospecting to close, including discovery, proposals and negotiations.
• Build and maintain relationships with key decision-makers at target accounts.
• Conduct needs assessments and position Instructure's solutions effectively.
• Collaborate with sales engineering, product, and customer success teams.
• Maintain accurate sales forecasts and activity in the CRM.
• Attend industry events to stay informed on market trends.
• Provide post-sale support to maximize customer satisfaction and growth.
• Mentor junior sales teammates.

Skills

B2B software sales

Exceeding targets

Enterprise sales

Negotiation

CRM software

Sales methodologies

Communication

Presentation

Education

Bachelor's degree in Business, Marketing, Education, or related field

Tools

Salesforce

Job description

Senior Account Executive

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:

The Instructure Sales team is looking for a highly motivated and experienced Senior Account Executive to drive revenue growth by selling our innovative educational technology solutions to new and existing clients. This role is responsible for managing complex sales cycles and building strong, lasting relationships within a defined territory.

What you will be doing:

• Develop and execute comprehensive sales strategies to achieve and exceed assigned sales quotas
• Proactively identify, qualify, and pursue new business opportunities within the designated territory
• Manage the entire sales cycle from prospecting to closing, including discovery, presentations, demonstrations, proposal generation, and contract negotiation
• Build and maintain strong, trusted relationships with key decision-makers and stakeholders at target accounts
• Conduct thorough needs assessments to understand customer challenges and effectively position Instructure's solutions
• Collaborate cross-functionally with sales engineering, product, and customer success teams to ensure seamless customer experiences
• Maintain accurate and up-to-date sales forecasts and activity in the CRM system
• Attend industry events, conferences, and webinars to stay informed about market trends and competitor activities
• Provide timely and effective post-sale support to ensure customer satisfaction and identify opportunities for expansion
• Act as a mentor and resource for junior sales team members

Here is what you will need to know/have:

• 5+ years of successful experience in B2B software sales, preferably within the EdTech or SaaS industry
• Proven track record of consistently exceeding sales targets and driving revenue growth
• Demonstrated ability to manage complex sales cycles and navigate enterprise-level organizations
• Exceptional communication, presentation, and negotiation skills
• Strong understanding of CRM software (e.g., Salesforce) and sales methodologies
• Ability to work independently and as part of a collaborative team in a fast-paced environment
• Strategic thinker with strong problem-solving abilities and a customer-centric approach
• Willingness and ability to travel up to 30%
• Bachelor's degree in Business, Marketing, Education, or a related field preferred

Get in on all the awesome at Instructure!

Benefits

• 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.