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Manage 200–250 higher education customer accounts using consultative engagement to drive retention, renewals, expansions, cross-selling, customer satisfaction, and revenue growth. Act as the customer liaison, identify business needs, present product value, manage commercial activities, forecast revenue, and collaborate with Account Executives and renewal teams. Occasional travel is required for customer meetings, events, and industry conferences.

Serve as the primary Sales Operations partner for a North American business unit. Coordinate forecasting, pipeline reviews, performance reporting, planning, territory segmentation, quota modeling, and business reviews. Analyze sales metrics, identify risks and opportunities, improve data quality, and deliver leadership recommendations. Partner cross-functionally with Finance, Marketing, Customer Success, and technical teams to define requirements, automate reporting, streamline workflows, and lead analytical projects.

Own relationships and outcomes across a portfolio of education customers in Australia, New Zealand, and the APAC region. Develop success plans, drive product adoption and value realization, manage renewal readiness and risks, identify expansion opportunities, lead strategic customer engagements, coordinate internal teams, and communicate customer feedback to Product and Engineering. Maintain accurate customer activity and portfolio visibility using Customer Success systems.

Manage the customer experience for K-12 accounts using the Instructure Learning Platform. Retain and grow accounts, act as liaison between customers and Instructure, align platform use to customer goals, drive CSAT and NRR targets, collaborate with Sales and Renewals, and resolve issues through a solutions-oriented approach.

Lead sales forecasting, pipeline management, and performance analysis to drive revenue growth in a SaaS environment, working with senior leadership.

Support marketing operations by building, QA-ing, and deploying Marketo programs; maintain lead routing, scoring, and Salesforce campaign setup; ensure data quality and attribution; document processes; troubleshoot integrations; and partner with Demand Gen, Events, Digital, and SDR teams to ensure accurate, timely campaign execution and system optimization.

Lead global Sales Development operations: design capacity and quota models, manage incentive compensation, govern CRM data and lead routing, optimize sales tech stack, and partner cross-functionally to improve pipeline generation and reporting.

Lead and manage an eight-person outbound SDR team across EMEA, hiring and coaching SDRs, generating high-quality pipeline, building outbound strategies, analyzing performance with Salesforce and Tableau, and collaborating cross-functionally to support sales bookings. Role requires travel (~25%).

Senior leader responsible for shaping and scaling Instructure's partner ecosystem and channel programs to drive revenue. Builds and manages reseller, integration, ISV, and strategic technology partnerships, aligns cross-functional GTM plans, forecasts bookings, and manages budgets. Measures partner performance, expands government and consortia relationships, and discovers alternative revenue models.

Qualify new sales opportunities by prospecting a designated territory via outbound outreach, events, and inbound leads; manage forecasts and lead status in Salesforce; create quarterly plans to meet quotas and transition qualified leads to Regional Directors.