Account Executive (Continuous Opening)

Summary

Instructure creates intuitive products that support learning, personal development, and career growth. The Account Executive is responsible for creating, managing, and closing new sales pipeline within an assigned US-based territory, driving new client adoption and cross-selling products. The role manages prospecting, territory planning, SaaS sales cycles, forecasting, contract negotiations, and customer transition.

Responsibilities

• Schedule and deliver “1st new meetings”
• Schedule and hold weekly meetings with a Sales Development Representative (SDR) to execute territory strategy for pipeline creation
• Generate new sales opportunities weekly
• Maintain all current quarter opportunities with accurate contacts, close dates, and notes
• Make incremental progress toward attaining annual quota by year end
• Manage a fully ramped annual sales quota and a sales pipeline
• Create, implement, and maintain a quarterly territory plan
• Execute a consistent prospecting methodology as part of your routine
• Manage SaaS portfolio solution sales long term purchasing cycles and multiple buyers, quarterbacking the sale through completion and transition to Customer Success Manager
• Continuously learn about new products and improve your selling skills
• Provide regular reporting of pipeline and forecasts using Salesforce
• Stay informed about competition, industry trends, and new product offerings
• Attend and participate in sales meetings, product seminars, and trade shows
• Prepare written presentations, reports, and price quotations
• Conduct and manage contract negotiations
• Demonstrate the ability to sell more than one product to new logo clients

Skills

• • 3+ years of sales experience, preferably within an EdTech SaaS company
• • Strong attention to detail
• • Proven ability to build and leverage strong relationships
• • Excellent written and verbal communication skills
• • Bright, energetic professional with outstanding interpersonal skills
• • Demonstrated ability to manage multiple tasks with shifting priorities and tight deadlines
• • Ability to work in a large, remote corporate environment
• • Self-driven, independent, and motivated by a growth mindset
• • Proficient in Google Suite of Tools (Gmail, Docs, Sheets, Slides)
• • Salesforce reporting and usage
• • Experience with sales enablement tools such as Outreach, Salesforce, and Highspot to develop and implement effective sales campaigns/sequences
• • Bachelor's degree preferred
• • Familiarity with solution-based selling methodologies is a plus

Qualifications

Must Haves

• • 3+ years of sales experience, preferably within an EdTech SaaS company
• • Strong attention to detail
• • Proven ability to build and leverage strong relationships
• • Excellent written and verbal communication skills
• • Bright, energetic professional with outstanding interpersonal skills
• • Demonstrated ability to manage multiple tasks with shifting priorities and tight deadlines
• • Ability to work in a large, remote corporate environment
• • Self-driven, independent, and motivated by a growth mindset
• • Proficient in Google Suite of Tools (Gmail, Docs, Sheets, Slides)
• • Salesforce reporting and usage
• • Experience with sales enablement tools such as Outreach, Salesforce, and Highspot to develop and implement effective sales campaigns/sequences

Nice to Haves

• • Bachelor's degree preferred
• • Familiarity with solution-based selling methodologies is a plus

Benefits

• All full-time employees participate in our ownership program
• Flexible work culture, with remote, hybrid and in-office collaboration spaces varying by role, team and location
• Generous time off, including local holidays and the annual “Dim the Lights” period in late December, based on departmental needs
• Comprehensive wellness programs and mental health support
• Learning and development resources, including professional development tools and tuition reimbursement
• The technology and tools you need to do your best work
• Motivosity employee recognition program
• A culture rooted in inclusivity, support, and meaningful connection