Regional Director - West

About the role

Instructure is seeking an experienced Enterprise Account Executive to join our growing Higher Education sales team. You will be responsible for selling Canvas to new clients in the West & Central US Region, developing pipeline strategies, and closing strategic, high-value opportunities while collaborating closely with internal and external partners.

Responsibilities

• Sell Canvas to new clients in the West & Central US Region
• Prepare and tailor messaging for prospective clients, sharing insight to help them evaluate solutions
• Guide prospective clients through the purchasing process, ensuring timelines are met
• Accurately forecast quarterly and annual performance
• Develop and execute sales strategies to increase the client pipeline
• Build relationships with key buyers and navigate complex academic institutions
• Consistently meet or exceed sales quotas within the specified time frame
• Partner with Regional Directors and clients in the field to gain referrals and grow market share
• Log accurate account information into Salesforce CRM in a timely manner

Requirements

• Bachelor’s Degree in Business, Sales/Marketing, or related field
• Minimum 7+ years of proven sales experience
• Experience quarterbacking large, complex enterprise sales cycles involving executive stakeholders, procurement, legal, and cross-functional buying committees
• Demonstrated success managing and closing strategic opportunities, ranging from $300K to $3M+ ARR, including multi-campus and statewide partnerships
• Proven track record of achieving/exceeding sales targets in SaaS or EdTech
• Skilled at selling to all organizational levels, including C-suite executives
• Excellent strategic and consultative sales abilities
• Challenger Sales Methodology training
• Existing relationships within higher education institutions in the West/Central US is a plus
• Understanding of educational pedagogy and the LMS sales process is a plus
• Up to 40% travel required

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
The technology and tools you need to do your best work
Motivosity employee recognition program
A culture rooted in inclusivity, support, and meaningful connection

Pay

$110K - $140K

Schedule

Hybrid or Remote Work