VP, BizGov

The Opportunity

Instructure is approaching $1B in ARR. The Business & Government sector is one of the most important growth engines in our long-range plan, and we're looking for the leader who will own it.

What you will do

• Propose and drive the BizGov strategy in close partnership with the President, Global Commercial Organization, and execute that strategy through the cross-functional leaders who make it real.

• Own the BizGov strategy

  • Set the multi-year direction for how Instructure wins in workforce, government, and corporate markets.
  • Develop the strategy with your Operational Leadership Team.
  • Make the named bets.
  • Make the named no's.
  • Author the BizGov Strategy Contract — the annual artifact that locks in targets, bets, resourcing, and the functional commitments needed to deliver.

• Own top-line performance

  • You hit the number within an approved budget.
  • You read the metrics, see what's off track early, and drive the mitigation.
  • When the sector contribution margin P&L lands, you will lead reallocations across functions within that envelope, in conjunction with the functional leaders.

• Orchestrate the cross-functional team

  • BizGov execution runs through senior leaders in Sales, Customer Success, Marketing, Product, Finance, and others — the Operational Leadership Team.
  • They report up through their functions for craft and career.
  • They work for you on what gets done in the sector.
  • You set sector priorities with their heavy input, direct the work day to day, and hold the team to outcomes.
  • Your job is to make this cross-functional team operate like a sector P&L team, not a side project for everyone involved.

• Partner with functional leaders

  • The VP, BizGov and Instructure's EC functional leaders are co-accountable to BizGov results.
  • You will work peer-to-peer with the Chief Growth Officer, Chief Marketing Officer, Chief Product Officer, Chief Financial Officer, and others — aligning on what each function owes the sector, holding each other to those commitments, and resolving disagreements at the right level.
  • The Strategy Contract is the artifact that makes this work.
  • The relationships are what makes it stick.

• Shape the product roadmap

  • You will bring the BizGov signal — competitive losses, potential ARR, customer evidence — to the Chief Product Officer and the broader Product organization.
  • The CPO owns the roadmap call.
  • Once roadmap commitments are made, the CPO and the VP, BizGov are co-accountable for delivering on time.

• Be the external face of BizGov

  • You will represent the sector with customers, partners, analysts, and the press.
  • You will spend meaningful time with prospects and customers.
  • You will build the strategic partnerships that accelerate growth.
  • The BizGov story — how Instructure is different, why it wins, where it's going — comes through you.

• Be a credible voice at the executive level

  • You will represent BizGov on the EC and in board settings.
  • You translate sector performance and bets into the commercial language that matters — pipeline, bookings, renewals, ARR, margin.
  • You hold your own alongside the Sales, CS, Marketing, Product, and Finance leaders at the table.

• Optimize for ROI

  • You make smart investment decisions across the sector.
  • You hold programs to measurable standards.
  • You reallocate resources without sentiment when the data warrants it.
  • You demonstrate the measurable performance of BizGov across bookings, renewals, pipeline, customer health, and product traction.

What Success Looks Like in Year One

• BizGov is on or ahead of its multi-year trajectory.

• Bookings, renewals, and ARR are tracking to or beating the LRP.

• You've earned the credibility that comes with hitting the numbers.

• The BizGov Strategy Contract is signed, real, and operating.

• Functional leaders' annual performance goals include specific, measurable commitments to BizGov, and those commitments are being delivered.

• The BizGov Operational Leadership Team operates like a team — not a collection of dotted-line participants.

• Cadence is humming.

• The Instructure roadmap reflects BizGov priorities where the signal warranted it, and the agreed roadmap commitments are landing on time.

• CUSTOMERS, PARTNERS, AND THE ANALYST COMMUNITY KNOW WHO THE VP, BIZGOV IS AND WHAT INSTRUCTURE STANDS FOR IN THIS MARKET.

• You've earned credibility with the President, GCO, the EC, and your functional leader peers through results and how you operate, not just your title.

What You Will Need to Know/Have

• 12+ years of commercial leadership experience, with meaningful time at companies of $300M ARR or greater.

• General Manager experience. You've run a business, or a major segment of one, with P&L outlook and accountability for top-line growth — not just a function inside someone else's business.

• Deep BizGov domain expertise. You've operated in or sold to workforce, government, or corporate markets. You know the buyers, the procurement cycles, the policy context, and the channel and partner dynamics that define this space.

• Cross-functional orchestration at scale. You've led without solid-line authority, run a cross-functional leadership team, and gotten Sales, CS, Marketing, Product, and Finance moving in the same direction.

• Strategy ownership. You've built and owned a multi-year strategy, made the hard calls on what to do and what not to do, and stayed accountable to results well beyond the current quarter.

• Commercial fluency. You read pipeline coverage, funnel health, renewal risk, and unit economics, and hold your own in those conversations with Sales, CS, and Finance peers.

• Executive presence and communication skills that work at the board level and at a sales kickoff on the same day.

• A mission-driven orientation around education, workforce development, or public-sector impact is a plus but not required.

• Kindness, directness, and a good sense of humor. We take the work seriously and each other lightly.