About the role

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: Important Notice: This is an evergreen requisition designed to collect applications for ongoing and future hiring needs across our team, rather than a single immediate vacancy. By applying to this posting, your application will join a talent pool that our recruiting team actively monitors as new positions open. If your background matches an upcoming role, a member of our team will reach out directly to discuss next steps. The Account Executive is responsible for creating, managing, and closing new sales pipeline within their assigned US-based territory. This individual drives net-new client adoption as well as cross-sells new products into our established network. We are looking for a dynamic individual with an entrepreneurial mindset and a proven SaaS sales record. What you will do - 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. What you will need to know/have - 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. 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