Senior Account Executive, Higher Education

1 week ago

Canada Instructure Full time
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:

This is not your average Senior Account Executive sales role. We're looking for a true hunter—an energetic, resourceful, and persuasive seller who's passionate about helping institutions transform learning through technology. If you love creating opportunities from scratch, building relationships that matter, and winning as a team, let's talk. What you will do:
  • Drive new business growth by introducing and selling the Instructure Learning Platform to new Higher Education accounts.
  • Develop and execute account and territory plans to build a robust and sustainable pipeline.
  • Own the full sales cycle—from prospecting and discovery through presentation, negotiation, and close.
  • Consistently meet or exceed sales targets with a focus on net-new logo acquisition.
  • Identify decision-makers and build strong executive-level relationships within colleges and universities.
  • Deliver compelling, consultative presentations—both in-person and virtually—that clearly demonstrate ROI and product value.
  • Build strong internal partnerships across cross-functional teams (e.g., marketing, legal, product, finance) to proactively navigate deal blockers, surface creative solutions, and drive deals to close.
  • Collaborate with customer success and solutions engineering to ensure a smooth transition from sale to onboarding.
  • Maintain accurate records of sales activities, pipeline status, and forecasts in Salesforce.
What you will need to know/have:
  • Fluency in Canadian French (Québécois) and English required
  • Bachelor's degree in Business, Sales/Marketing, or related field (or equivalent experience).
  • 2+ years of full-cycle sales experience, preferably in SaaS, EdTech, or enterprise technology.
  • Proven success in building and closing new business—you don't wait for leads, you create them.
  • Track record of consistently meeting/exceeding quota in a fast-paced sales environment.
  • Strong business acumen and consultative selling skills; ability to tailor messaging to a variety of stakeholders.
  • Highly proficient in Salesforce and other sales productivity tools (e.g., Outreach, LinkedIn Sales Navigator).
  • Self-motivated, coachable, and relentlessly goal-oriented.
  • Experience working with Higher Education institutions and navigating complex buying cycles is a plus. 
The best candidates will also have the following skills and experience:
  • You're a strategic thinker and an execution machine—able to balance planning with action.
  • You love a good challenge, thrive on healthy competition, and never settle for "good enough."
  • You're as comfortable presenting to a room full of deans and provosts as you are crafting the perfect cold email.
  • You bring energy, curiosity, and a desire to make an impact in the world of education, as well as those around you including cross-functional partners and teammates.
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 schedules and a remote-friendly culture, with hybrid or onsite work options available in some regions for specific roles
  • 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
  • Annual learning and development stipends to support your growth
  • The technology and tools you need to do your best work — typically a Mac, with PC options available in some locations
  • 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.
We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.

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