The role involves driving new customer acquisition, managing enterprise accounts, and executing strategic plans in the ANZ K-12 Schools market, while maintaining relationships and reporting on sales activities.
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:
Instructure is seeking a highly motivated and experienced Senior Account Executive to drive new customer acquisition and manage enterprise accounts across the ANZ K-12 Schools market. This role is responsible for identifying, pursuing, and closing new business opportunities for our leading Canvas educational technology solutions.
About the Role
- New Business Development: Proactively identify and target prospective clients within the K-12 Schools sectors across Australia and NZ.
- Sales Cycle Management: Manage the entire sales cycle from lead generation and qualification to proposal development, negotiation, and closing complex deals.
- Strategic Planning: Develop and execute strategic account plans to penetrate new markets and expand Instructure's footprint in the ANZ Schools market.
- Relationship Building: Cultivate and maintain strong relationships with key decision-makers and stakeholders within target organisations.
- Product Expertise: Become a subject matter expert on Instructure's product portfolio (e.g., Canvas LMS and affiliated modules), effectively articulating value propositions to diverse audiences.
- Market Analysis: Stay informed about industry trends, competitive landscape, and regulatory changes within the ANZ K-12 Schools education market.
- Collaboration: Work closely with sales engineering, marketing, and customer success teams to ensure a seamless customer experience and successful product adoption.
- Forecasting & Reporting: Accurately forecast sales opportunities and provide regular updates on sales activities and pipeline status to management.
- Travel: Ability to travel extensively within the APAC region as required to meet with prospective clients and attend industry events.
About You
- Experience: 5+ years of successful quota-carrying sales experience in a B2B SaaS environment, with a strong emphasis on new logo acquisition.
- Regional Expertise: Proven track record of selling into the ANZ K-12 Schools market, with a deep understanding of business practices, market nuances and dynamics to effect positive relationships and engagement models.
- Enterprise Expertise: Experience engaging with enterprise accounts (such as Department of Education and Catholic Dioceses) is preferred, and an ability to manage individual school accounts in parallel.
- Industry Knowledge: Experience selling into the education technology sector (ANZ K-12) or similar learning market is highly preferred.
- Sales Acumen: Proven ability to manage complex sales cycles, negotiate effectively, and manage deal flow consistently. A demonstrated ability to close high-value deals and consistently exceed sales targets.
- Communication Skills: Exceptional written and verbal communication, presentation, and interpersonal skills.
- Technical Aptitude: Ability to quickly understand and articulate technical concepts and product functionality.
- Education: Bachelor's degree in Business, Marketing, or a related field is preferred.
- Self-Starter: Highly motivated, results-oriented, and able to work independently in a fast-paced environment.
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.
Top Skills
B2B Saas
Canvas Lms
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