Jobs at Instructure

Provide platform consulting, change management guidance, training, and adoption support to education-sector customers across EMEA. Coordinate client projects, customize training and deliverables, develop learning materials, conduct webinars and onsite sessions, and advise on effective use of Instructure products. The role also involves researching client needs, identifying additional support opportunities, forecasting project milestones, managing risks, and applying AI solutions to improve service delivery.

Leads finance for the R&D organization, including planning, forecasting, reporting, financial modeling, P&L analysis, headcount planning, and cost of goods sold management. Partners with engineering, product, platform, and corporate FP&A teams to guide resource allocation and strategic decisions. Presents financial insights to senior leadership, improves financial processes, mentors a senior analyst, and identifies AI-driven automation opportunities.

Drive new business sales for Canvas to higher education institutions across the West/Central US. Responsibilities include developing sales strategies, building executive relationships, conducting needs analyses, delivering tailored presentations, managing purchasing processes, forecasting performance, achieving quotas, and maintaining accurate Salesforce CRM records. The role requires enterprise SaaS sales experience and travel up to 25%.

Drives new-logo growth, upselling, and cross-selling of Instructure’s education software across an assigned K-12 territory. Builds district relationships, conducts needs analyses, creates tailored proposals and presentations, manages purchasing processes, forecasts sales, maintains Salesforce records, and achieves quotas. Requires enterprise SaaS sales experience, consultative selling skills, executive-level engagement, and willingness to travel up to 50%.

Leads and builds Instructure’s decision science function, including hiring, team development, roadmap ownership, experimentation, causal and predictive modeling, executive insights, and data literacy. Partners with product, engineering, marketing, finance, and executives to guide product, pricing, retention, go-to-market, and operational decisions. Establishes analytical standards, supports data infrastructure, and ensures ethical, privacy-conscious use of student data.

Lead enterprise strategy, planning, and execution governance (OKRs, QBRs). Manage cross-functional strategic initiatives and the enterprise portfolio, build strategy scorecards and dashboards, establish systems and decision-rights, and mentor/scale the BizOps team to drive data-informed, strategy-driven execution.

Own application security across code, dependencies, APIs, and the software development lifecycle. Responsibilities include vulnerability triage, risk classification, secure code review, threat modeling, compensating controls, false-positive adjudication, CI/CD security automation, SAST/SCA tooling, developer enablement, technical specification reviews, bug bounty support, and product risk communication. Participate in an on-call rotation for major security incidents as a subject-matter expert.

The Account Executive creates, manages, and closes new sales pipeline within an assigned U.S. territory. Responsibilities include prospecting, conducting initial meetings, developing territory plans, managing SaaS sales cycles, maintaining opportunity data, forecasting in Salesforce, negotiating contracts, cross-selling products, and transitioning closed customers to Customer Success. The role requires relationship-building, communication, multitasking, independent work, and proficiency with Salesforce, Google Suite, Outreach, and Highspot.

Drives revenue growth by managing strategic accounts, developing account plans, identifying and closing new business, managing the full sales cycle, presenting education technology solutions, forecasting opportunities, negotiating contracts, and building executive-level client relationships. Collaborates with sales engineering, customer success, and product teams while maintaining accurate CRM data and achieving sales quotas.

Sell enterprise SaaS and LMS solutions to new clients within a designated region. Responsibilities include consultative selling, needs analysis, proposal development, relationship building with executive buyers, pipeline and sales strategy development, quota achievement, forecasting, referrals, and maintaining accurate Salesforce CRM records. The role requires up to 50% travel and collaboration with clients and other Regional Directors.

Drive revenue growth in the BizGov sector by developing sales strategies, managing key accounts, prospecting, conducting executive presentations, negotiating complex contracts, and closing business. The role includes upselling and cross-selling, forecasting, CRM pipeline management, customer relationship development, cross-functional collaboration, competitive research, and industry event representation. Travel of up to 50% is required.

Lead forecasting and reporting for revenue, ARR, and bookings; build models and KPIs; run variance and ad-hoc analyses; write SQL against Snowflake; partner with sales ops and systems teams; support annual planning; improve FP&A processes and mentor juniors.

Manage customer implementation projects from initiation through closure while providing technical consultation on SaaS configuration, SSO, APIs, data integrations, LTI applications, permissions, content migration, and customization. Responsibilities include requirements gathering, scheduling, risk management, stakeholder communication, documentation, technical solution design, and customer guidance on platform integrations and AI opportunities.

Leads global virtual and in-person marketing events, including conferences, trade shows, employee programs, and special events. Responsibilities include strategy, logistics, communications, budgeting, vendor and contract management, KPI reporting, lead conversion analysis, and post-event optimization. The role partners across marketing, sales, HR, finance, customers, and external vendors to deliver scalable, measurable programs that strengthen the brand, generate qualified leads, and support customer engagement.

Lead and grow the Parchment regional sales team, exceed revenue targets, expand market share, and drive customer acquisition. Develop sales strategies, coach high-performing teams, manage executive relationships, forecast performance, and partner with marketing, customer success, and product on go-to-market execution. Represent the company at industry events and promote its values.

Own technical accounting for complex transactions, including M&A, debt, equity, and evolving accounting standards. Lead GAAP financial reporting, audited financial statements, footnotes, debt covenant packages, and external audits. Research and document accounting conclusions, maintain strong SOX controls, collaborate with cross-functional teams, and oversee the Equity function. Drive automation and process improvements for financial reporting while providing executive-level guidance and managing the Equity Manager.

Manage multiple software implementations across Canada, serving as a trusted customer advisor and coordinating scope, objectives, technical requirements, project plans, milestones, risks, and delivery. Collaborate with customer success and engineering teams on XML overlays and guide customers through SSO, API, and XML integrations. Maintain Salesforce records, manage expectations, and deliver implementations in English and Canadian French.

Supports global Sales Operations through SQL reporting, pipeline and bookings analysis, forecasting insights, CRM data quality monitoring, territory and quota planning, capacity modeling, and leadership-ready recommendations. Partners with Sales, Finance, and Revenue Operations teams to standardize metrics, automate recurring reports, and support annual planning across regions and business units.

Technical leader responsible for architecting, building, and scaling the developer portal and PaaS. Drive architectural direction, write and review code, mentor engineering teams, collaborate with SRE and stakeholders, evaluate new technologies, troubleshoot complex issues, and improve engineering processes and platform reliability.

Generate qualified pipeline for higher education accounts through inbound lead qualification and outbound prospecting. Conduct personalized outreach via email, phone, and social channels; run discovery conversations; identify customer needs; and connect prospects with relevant solutions. Partner with Sales Representatives and Customer Success Managers on territory strategy, account prioritization, follow-up, and handoffs. Maintain accurate CRM records, prioritize opportunities using buyer intent and account signals, and continuously improve conversion through coaching and data-driven experimentation.