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:
Own inbound speed-to-lead: respond quickly, qualify inbound interest, and schedule high-quality meetings.
Execute consistent outbound prospecting every week, regardless of inbound volume.
Deliver a strong buyer experience through clear communication, storytelling, and discovery-driven conversations.Research accounts and personas to tailor messaging that resonates in your region and language market.
Partner with your Drive Team to align on territory strategy, target accounts, and follow-through plans.
Drive pipeline that becomes qualified pipeline, validated by the Sales Rep and moved into active working pipeline.
Maintain accurate activity and pipeline tracking in Salesforce and engagement tools.
Continuously improve outreach and qualification through coaching, iteration, and market insights
In this role, you’ll support the Australia & New Zealand Team team by uncovering opportunities in new accounts in our Further Education/Tertiary territory, using strong discovery and storytelling to connect Instructure solutions to improved teaching and learning outcomes.
Based in Australia only
Strong written and verbal communication skills (including required regional language fluency)
Customer-first mindset and the ability to create a strong first impression
Ability to balance inbound urgency with outbound discipline and consistent execution
Coachability, curiosity, and a growth mindset
Resilience and problem-solving; you adjust based on what works in your market
Strong organisation and time management in a remote environment
Collaboration-first approach with Sales partners and SDR peers
Experience in sales development, lead qualification, prospecting, or a related role
Familiarity with CRM systems and sales engagement tools
Ability to work independently while staying aligned to team goals
Strong follow-through, communication, and process discipline
Fast inbound response and consistent qualification quality
Outbound execution that drives qualified meetings and pipeline week after week
Strong Drive Team alignment: clean handoffs, shared priorities, consistent follow-through
Accurate CRM hygiene and dependable territory coverage
Continuous improvement in messaging, conversion, and buyer engagement
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.
