Vice President of Sales, Higher Education

About the role

Join Instructure as the Vice President of Sales, Higher Education, leading our Higher Education business across North America and propelling revenue growth through new customer acquisition, account expansion, and strategic partnerships.

Responsibilities

• Own annual and quarterly bookings, recurring revenue, pipeline, and forecast commitments for the Higher Education business
• Develop and execute go-to-market strategy for public, private, community college, and system-level institutions
• Drive new customer acquisition while expanding existing strategic accounts across the Instructure portfolio
• Deliver consistent forecast accuracy through disciplined pipeline inspection and operational rigor
• Identify new growth opportunities, market trends, and competitive strategies to accelerate business performance
• Lead, coach, and develop Regional Vice Presidents, Directors, and front-line sales leaders
• Build a high-performance culture focused on accountability, collaboration, coaching, and execution
• Recruit and retain top enterprise sales talent and develop emerging organizational leaders
• Establish clear operating rhythms, performance expectations, and leadership development plans
• Foster an inclusive, customer-focused culture that empowers teams for exceptional results
• Build executive relationships with presidents, provosts, CIOs, instructional leaders, and procurement executives
• Serve as executive sponsor for strategic customers and high-impact opportunities
• Represent Instructure at industry conferences, executive forums, and customer events
• Partner with institutional leaders to understand market changes and inform long-term strategy
• Partner with Customer Experience to maximize renewals, expansion, and customer success
• Collaborate with Marketing to amplify demand generation and market awareness
• Work with Product, Solutions Engineering, Finance, and Revenue Operations to align strategy and execution
• Contribute to pipeline reviews, forecast calls, and executive business planning
• Drive disciplined execution in forecasting, territory planning, pipeline management, and sales productivity
• Ensure consistent adoption of sales methodology, CRM, and best operational practices
• Use data and analytics to improve performance, resource allocation, and organizational effectiveness
• Continuously evaluate and refine processes and organizational structure for scalable growth

Requirements

• 12+ years of enterprise SaaS sales experience with progressive leadership responsibility
• Proven success leading large enterprise sales organizations through second-line leaders
• Experience selling complex software solutions into Higher Education institutions
• Demonstrated ability to achieve and exceed revenue and growth targets
• Strong executive presence and experience engaging C-suite leaders and executive buyers
• Expertise in enterprise forecasting, pipeline management, and operational excellence
• Skilled in coaching, talent development, and organizational leadership

Qualifications

• Bachelor’s degree required; MBA preferred
• Willingness to travel as needed to support customers, teams, and industry events