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 – Canvas – K12 As a Senior Account Executive (K12) at Instructure, Inc., you will play a critical role in driving revenue growth by managing and expanding relationships with key K-12 education clients. You will be responsible for identifying new business opportunities, achieving sales targets in your assigned territory, and fostering long-term partnerships with K-12 organizations. Leveraging your expertise in strategic sales and client engagement, you will deliver Instructure’s value proposition, collaborate cross-functionally, and stay ahead of industry trends to ensure client success and organizational growth. What You Will Do - Develop and execute strategic account plans to achieve and exceed individual sales quotas within the K-12 education market. - Proactively identify, qualify, and close new business opportunities within target K-12 accounts. - Manage the entire sales cycle for K-12 clients, from prospecting and lead generation to contract negotiations and deal closure. - Build and maintain strong, long-lasting relationships with K-12 customers by understanding their unique needs and aligning Instructure’s solutions to address them. - Conduct compelling presentations and product demonstrations showcasing the value of Instructure’s education technology offerings to K-12 stakeholders. - Collaborate closely with sales engineers, customer success, and product teams to ensure a seamless experience for K-12 clients. - Accurately forecast sales opportunities, maintain up-to-date information in the CRM system, and provide regular pipeline updates. - Stay informed on K-12 education industry trends, competitive landscape, and Instructure’s product roadmap to remain a trusted advisor for clients. - Negotiate complex deals and contracts with K-12 organizations, delivering mutually beneficial outcomes. - Serve as a trusted advisor to K-12 clients, offering insights and solutions that support their goals and drive success. What You Will Need to Know/Have - Minimum 5 years of successful experience in a quota-carrying sales role, ideally in the SaaS or education technology industry. - Demonstrated ability to consistently meet or exceed sales targets, preferably in the K-12 education sector. - In-depth understanding of complex sales cycles and strategic account management for K-12 clients. - Exceptional communication, presentation, negotiation, and interpersonal skills. - Strong ability to build rapport and credibility with executive-level stakeholders at K-12 organizations. - Proficiency in CRM tools (e.g., Salesforce) and sales productivity applications. - Self-motivated, results-oriented, and effective working both independently and as part of a high-performing team. - Proven aptitude for quickly learning new technologies and articulating their value to K-12 education clients. - Willingness to travel as required to engage with K-12 clients and participate in industry events approx 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.