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:
Location: West or Central US (or within convenient travel distance to the region)
Role Overview:
Instructure is seeking an experienced Enterprise Account Executive to join our growing Higher Education sales team. You will be responsible for selling Canvas to new clients in the West & Central US Region, developing pipeline strategies, and closing strategic, high-value opportunities while collaborating closely with internal and external partners.
What You’ll Do:
Sell Canvas to new clients in the West & Central US Region
Prepare and tailor messaging for prospective clients, sharing insight to help them evaluate solutions
Guide prospective clients through the purchasing process, ensuring timelines are met
Accurately forecast quarterly and annual performance
Develop and execute sales strategies to increase the client pipeline
Build relationships with key buyers and navigate complex academic institutions
Consistently meet or exceed sales quotas within the specified time frame
Partner with Regional Directors and clients in the field to gain referrals and grow market share
Log accurate account information into Salesforce CRM in a timely manner
What You’ll Need (Requirements):
Bachelor’s Degree in Business, Sales/Marketing, or related field
Minimum 7+ years of proven sales experience
Experience quarterbacking large, complex enterprise sales cycles involving executive stakeholders, procurement, legal, and cross-functional buying committees
Demonstrated success managing and closing strategic opportunities, ranging from $300K to $3M+ ARR, including multi-campus and statewide partnerships
Proven track record of achieving/exceeding sales targets in SaaS or EdTech
Experience selling complex enterprise-level software and SaaS solutions
Skilled at selling to all organizational levels, including C-suite executives
Excellent strategic and consultative sales abilities
Challenger Sales Methodology training
Existing relationships within higher education institutions in the West/Central US is a plus
Understanding of educational pedagogy and the LMS sales process is a plus
Up to 40% travel required
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.
Skills Required
- Bachelor's Degree in Business, Sales/Marketing, or related field
- Minimum 7+ years of proven sales experience
- Experience quarterbacking large, complex enterprise sales cycles involving executive stakeholders, procurement, legal, and cross-functional buying committees
- Demonstrated success managing and closing strategic opportunities ranging from $300K to $3M+ ARR, including multi-campus and statewide partnerships
- Proven track record of achieving/exceeding sales targets in SaaS or EdTech
- Experience selling complex enterprise-level software and SaaS solutions
- Skilled at selling to all organizational levels, including C-suite executives
- Excellent strategic and consultative sales abilities
- Challenger Sales Methodology training
- Existing relationships within higher education institutions in the West/Central US
- Understanding of educational pedagogy and the LMS sales process
- Willingness to travel up to 40%
Instructure Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Instructure and has not been reviewed or approved by Instructure.
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Fair & Transparent Compensation — Pay is considered market-competitive for many engineering, product, and quota-carrying roles, especially when factoring base, variable, and equity. In these tracks, total rewards are often characterized as fair-to-strong for the role and location.
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Healthcare Strength — Health coverage is described as comprehensive, including medical, dental, vision, mental-health support, and HSA/FSA options. Employer contributions are often portrayed as strong, and core medical benefits receive consistently positive marks.
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Leave & Time Off Breadth — Time off offerings include flexible or “unlimited” PTO, paid holidays, and paid sick time, paired with widespread remote/hybrid flexibility. This breadth of time off and work flexibility is often viewed as a meaningful perk that enhances overall value.
Instructure Insights
What We Do
Instructure is helping people grow from the first day of school to the last day of work. More than 30 million people use its Canvas and Bridge platforms for learning management and employee development.
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