Senior Account Executive - Canvas - BizGov

About the role

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. In this role, you will focus on strategic sales initiatives and play a crucial part in growing Instructure's presence within your assigned territory or market segment.

Responsibilities

• Develop and execute comprehensive sales strategies to achieve and exceed sales quotas
• Manage and grow a portfolio of key accounts, identifying opportunities for upselling and cross-selling Instructure’s suite of products (such as Canvas, MasteryConnect, and Elevate)
• Prospect and qualify new business opportunities
• Conduct presentations and product demonstrations to C-level executives and key stakeholders
• Negotiate and close complex contracts, ensuring alignment with company and customer needs
• Build and maintain strong, long-lasting customer relationships
• Collaborate with marketing, product, and customer success teams to ensure a seamless customer experience
• Provide accurate sales forecasting and manage your pipeline using CRM tools
• Maintain up-to-date knowledge of industry trends, the competitive landscape, and Instructure products
• Represent Instructure at industry events and conferences

Requirements

• 5+ years of successful experience in enterprise software sales
• Proven track record of consistently exceeding sales quotas
• Experience managing full sales cycles—from prospecting to closing
• Excellent communication, presentation, and negotiation skills
• Proficiency with CRM software (such as Salesforce) and sales productivity tools
• Ability to work independently and collaboratively
• Strong analytical and problem-solving skills
• Willingness to travel up to 50%
• Bachelor’s degree in Business, Marketing, or a related field

Benefits

• Competitive compensation, plus all full-time employees participate in our ownership program
• Flexible work culture – 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
• Comprehensive wellness programs and mental health support
• Learning and development resources, including professional development tools and tuition reimbursement
• 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

Compensation Range: $90K - $125K