Head of Americas, Sales

About the role

The Head of Americas Sales is a senior leadership position responsible for owning the go-to-market strategy and sales execution across the full Americas region, including North America and Latin America. Reporting directly to the Chief Growth Officer, this role leads, develops, and holds accountable a distributed team of sales leaders and individual contributors. The role focuses on driving regional revenue performance, building a unified regional approach, and representing the Americas in executive-level planning, forecasting, and operational reviews.

Responsibilities

• Own end-to-end GTM strategy and sales execution across the full Americas region, including North America and Latin America.
• Lead, develop, and hold accountable a distributed team of sales leaders and individual contributors.
• Drive regional revenue performance, focusing on pipeline health, forecast accuracy, and deal execution.
• Build a unified regional approach, leveraging shared market dynamics, customer goals, and institutional challenges across the Americas.
• Partner cross-functionally with Marketing, Customer Success, and Product to align strategy and customer experience.
• Serve as a senior executive presence for key accounts, prospects, and strategic partners within the region.
• Shape and evolve the go-to-market structure as Instructure grows, prioritizing efficiency and sustainable expansion.
• Represent the Americas in executive-level planning, forecasting, and operational reviews.

Requirements

• 15+ years of progressive sales leadership experience, including at least 8+ years leading regional or multi-market teams.
• Proven track record of building and scaling enterprise SaaS sales organizations.
• Experience managing teams across both North American and Latin American markets is a strong plus.
• Deep expertise in complex, multi-stakeholder sales cycles within the specified or related enterprise software markets.
• Strong executive presence and ability to engage senior institutional leaders (e.g., university presidents, provosts, CIOs, government officials).
• Demonstrated ability to build, retain, and develop high-performing sales teams.
• Fluency in data-driven sales management, including pipeline hygiene, forecast discipline, and performance metrics.
• Willingness to travel as required across the region.

Qualifications

• Results-driven with a strong focus on impact, accountability, scalability, and a forward-looking vision.
• A high EQ leader who builds trust and lasting relationships.
• Thrives in complex, fast-paced environments.
• Experience selling into EduTech and/or SaaS sectors.
• Spanish or Portuguese language skills are a plus.

Benefits

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.

Motivosity employee recognition program.

A culture rooted in inclusivity, support, and meaningful connection.

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.

Career path: Senior Leadership

Compensation Range: $280K - $375K