Account Executive - Course Sharing

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:

As an Account Executive (Course Sharing) at Instructure, you will be responsible for driving revenue growth by selling our innovative educational technology solutions, Course Sharing, to new and existing clients. You will manage the entire sales cycle, from prospecting and qualification to negotiation and closing, ensuring client satisfaction and contributing to Instructure's mission of empowering educators and learners.

What you’ll do:

• Develop and execute strategic sales plans to achieve and exceed assigned sales quotas.

• Identify and prospect new business opportunities within the assigned territory or market segment.

• Build and maintain strong relationships with key stakeholders, including decision-makers, influencers, and technical contacts.

• Conduct thorough needs assessments to understand client challenges and present tailored solutions that demonstrate the value of Instructure's products (e.g., Canvas LMS, CoureSharing,MasteryConnect).

• Deliver compelling presentations and product demonstrations, both virtually and in-person, to diverse audiences.

• Manage a robust sales pipeline, accurately forecasting sales opportunities and maintaining up-to-date records in the CRM system.

• Negotiate contracts, pricing, and terms to ensure mutually beneficial agreements.

• Collaborate cross-functionally with internal teams, including sales engineering, product, marketing, and customer success, to ensure a seamless client experience.

• Stay informed about industry trends, competitive landscape, and Instructure product updates to effectively position our solutions.

• Act as a trusted advisor to clients, providing ongoing support and identifying opportunities for expansion.

What you will need to know/have:

• Bachelor's degree in Business, Marketing, or a related field.

• 3+ years of successful experience in B2B SaaS sales, preferably within the education technology sector.

• Proven track record of consistently meeting or exceeding sales targets.

• Strong understanding of the K-12 or Higher Education market is a plus.

• Excellent communication, presentation, and interpersonal skills.

• Ability to articulate complex technical concepts in an understandable way.

• Demonstrated ability to manage a full sales cycle, from prospecting to close.

• Proficiency with CRM software (e.g., Salesforce) and sales productivity tools.

• Self-motivated, results-oriented, and able to work independently as well as part of a team.

• Strong negotiation and closing skills.

• Ability to travel as required to meet with clients and attend industry events.

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.