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Instructure · 1 week ago

Account Executive, Parchment Higher Education

United States

Full-time

Hybrid

Mid Level

$74K/yr - $90K/yr

3+ years exp

Instructure is a company that empowers people to succeed through intuitive products. They are seeking an Account Executive for the Parchment suite of products, responsible for creating and managing a sales pipeline, driving client adoption, and maintaining long-term customer relationships within the higher education sector.

Cloud ManagementEdTechEducationInformation TechnologySaaS

Responsibilities

Schedule five (5) “1st new meetings” per week

Deliver five (5) “1st new meetings” per week

Schedule and hold a weekly meeting with a corresponding Sales Development Representative (SDR) to plan and execute territory strategy for pipeline creation

Build $20,000-$40,000 in new sales opportunities each week, depending on territory assignment

Maintain all Current Quarter Opportunities with accurate contacts, close dates, and Firm Future Commitments (FFCs)

Make incremental progress to successfully attaining annual quota by year end

Manage a fully ramped annual sales quota of $600,000 - $800,000 and a sales pipeline of $ 1.5-2M

25-50% Travel within assigned territory

Creating, Implementing, and Maintaining a quarterly territory plan

Executing a prospecting methodology as part of their regular routine

Managing an enterprise solution sale with a 6 to 12 month purchasing cycle and multiple buyers. Quarterbacking the sale through the entire sales process ending after the transition to a Customer Success Manager

Continually learning about new products and improving selling skills. The Account Executive (Parchment Pathways) is required to attend training events throughout the year and expected to participate in self-paced tutorial learning when appropriate

Providing regular reporting of pipeline and forecasts using Salesforce

Keeping abreast of competition, competitive issues and products

Attending and participating in sales meetings, product seminars, and trade shows

Preparing written presentations, reports, and price quotations

Conducting and managing contract negotiations

Ability to upsell and sell additional products/services into existing clients

Qualification

SalesForce ReportingGoogle SuiteSales Enablement ToolsSales ExperienceEducational Environment ExperienceCommunication SkillsAttention to DetailGrowth MindsetInterpersonal SkillsSelf-driven

Required

Exhibit a willingness to travel up to 50% a year

Strong attention to detail

Excel at building and leveraging strong relationships

Excellent written and verbal communication skills

Bright, energetic professional with outstanding communication and interpersonal skills

Demonstrated ability to manage multiple tasks with shifting priorities and tight deadlines

Self-driven and independent

Growth mindset

Well-versed in the following: Google Suite of Tools (Gmail, Docs, Sheets, Slides) skills - Required

SalesForce Reporting and Usage - Required

Bachelor's degree required

3+ years of sales experience, preferably within an EdTech SaaS company

3+ years of experience in an educational environment

Preferred

WbD, Tableau, Clari Co-Pilot, Outreach, DemandBase, and Highspot- will train

Microsoft Suite of Tools (Word, Excel, Powerpoint) skills - will train

Develop and implement effective sales level campaigns/sequences using Sales Enablement Tools such as Outreach, Engagio, SalesForce and Highspot

Benefits

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 company-wide “Dim the Lights” week in late December, when we encourage everyone to step back and recharge

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