Senior Account Executive (external link, opens in a new tab)

Instructure, Inc.; 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

Learning & development resources

Modern tools & tech

Inclusive culture

Job summary

Instructure, Inc. is seeking a Senior Account Executive to drive revenue growth by selling our educational technology solutions to new and existing clients within a defined territory. You will manage complex sales cycles and build strong relationships with key decision-makers.

This role requires 5+ years of B2B SaaS/EdTech sales, a proven record of exceeding targets, and the ability to travel up to 30%. You will collaborate with cross-functional teams, maintain CRM accuracy, and mentor junior

Qualifications

• 5+ years of experience in B2B software sales (EdTech or SaaS preferred).
• Proven track record of exceeding sales targets.
• Experience managing complex sales cycles at enterprise level.
• Strong communication, presentation, and negotiation skills.
• Familiarity with CRM software and sales methodologies.
• Willingness to travel up to 30%.
• Bachelor’s degree in Business, Marketing, Education, or related field preferred.

Responsibilities

• Develop and execute sales strategies to meet quotas.
• Identify and pursue new business opportunities in the territory.
• Manage full sales cycle from prospecting to closing, including discovery and proposals.
• Build relationships with key decision makers at target accounts.
• Conduct needs assessments to position Instructure’s solutions.
• Collaborate with sales engineering, product, and customer success teams.
• Maintain accurate sales forecasts in CRM.
• Attend industry events to stay informed on market trends.
• Provide post-sale support and identify expansion opportunities.
• Mentor junior sales team members.

Skills

B2B software sales

EdTech / SaaS experience

CRM (Salesforce)

Communication & negotiation

Travel up to 30%

Education

Bachelor’s degree or higher

Tools

Salesforce

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:

Senior Account Executive

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!

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.