Senior Account Executive - Parchment - K12

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:

WHAT YOU’LL DO

• Schedule and hold weekly meetings with your assigned Sales Development Representative (SDR) to plan and execute territory strategy for pipeline creation.
• Generate $50,000–$75,000 in new sales opportunities each week, depending on territory assignment.
• Ensure all current quarter opportunities have accurate contacts, close dates, and Firm Future Commitments (FFCs).
• Consistently work towards achieving annual quotas by year-end.
• Manage a fully ramped annual sales quota of $750,000–$1M and a sales pipeline of $3M–$4M.
• Create, implement, and maintain a quarterly territory plan.
• Execute a structured prospecting methodology as part of your regular routine.
• Manage SaaS portfolio solution sales with 2–6 month purchasing cycles and multiple buyers, quarterbacking the sale from discovery through transition to Customer Success Manager.
• Continually learn about new products and improve selling skills.
• Provide regular reporting of pipeline and forecasts using Salesforce.
• Stay informed on competition, market trends, and product developments.
• Attend and participate in sales meetings, product seminars, and trade shows.
• Prepare written presentations, reports, and price quotations as needed.
• Conduct and manage contract negotiations.
• Upsell and cross-sell additional products/services to existing clients.

WHAT YOU WILL NEED TO KNOW/HAVE

• Minimum of 5+ years of sales experience, preferably within EdTech SaaS.
• Strong attention to detail and a passion for building and leveraging relationships.
• Demonstrated excellence in both written and verbal communication skills.
• Bright, energetic, and professional demeanor with outstanding interpersonal skills.
• Proven ability to manage multiple tasks with shifting priorities and tight deadlines.
• Ability to thrive in an entrepreneurial environment; self-driven and independent with a growth mindset.
• Proficiency with Google Suite (Gmail, Docs, Sheets, Slides) and Salesforce (reporting and usage).
• Experience developing and implementing effective sales campaigns/sequences using tools such as Outreach, Salesforce, and Highspot.
• Bachelor’s degree preferred.
• Familiarity with solution-based selling methodologies is a plus.

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.