Senior Account Executive (Assessment)

Requirements

• Bachelor's degree in Business, Marketing, or a related field
• 3+ years of successful experience in B2B SaaS sales, preferably within the education technology sector
• Proven track record of consistently meeting or exceeding sales targets
• Strong understanding of the K-12 or Higher Education market is a plus
• Excellent communication, presentation, and interpersonal skills
• Ability to articulate complex technical concepts in an understandable way
• Demonstrated ability to manage a full sales cycle, from prospecting to close
• Proficiency with CRM software (e.g., Salesforce) and sales productivity tools
• Self-motivated, results-oriented, and able to work independently as well as part of a team
• Strong negotiation and closing skills
• Ability to travel as required to meet with clients and attend industry events

What the job involves

• As a Senior Account Executive at Instructure, Inc., you will be responsible for driving revenue growth by selling our innovative educational technology solutions to new and existing clients
• You will manage the entire sales cycle—from prospecting and qualification to negotiation and closing—ensuring client satisfaction and supporting Instructure's mission to empower educators and learners
• Develop and execute strategic sales plans to achieve and exceed assigned sales quotas
• Identify and prospect new business opportunities within the assigned territory or market segment
• Build and maintain strong relationships with key stakeholders, including decision-makers, influencers, and technical contacts
• Conduct thorough needs assessments to understand client challenges and present tailored solutions that demonstrate the value of Instructure's products (e.g., Canvas LMS, MasteryConnect)
• Deliver compelling presentations and product demonstrations, both virtually and in-person, to diverse audiences
• Manage a robust sales pipeline, accurately forecasting sales opportunities and maintaining up-to-date records in the CRM system
• Negotiate contracts, pricing, and terms to ensure mutually beneficial agreements
• Collaborate cross-functionally with internal teams, including sales engineering, product, marketing, and customer success, to ensure a seamless client experience
• Stay informed about industry trends, competitive landscape, and Instructure product updates to effectively position our solutions
• Act as a trusted advisor to clients, providing ongoing support and identifying opportunities for expansion