Senior Account Executive, Provider Sales

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. And that's where you come in:

About the Role

As an Account Executive at Instructure, you will drive B2B sales efforts with EdTech providers, building and nurturing strong client relationships and expanding new business within your assigned territory. This position requires a deep technical understanding of EdTech solutions, excellent collaboration skills, and a strategic approach to sales and client management.

What You’ll Do

• Drive B2B sales of Instructure's advanced technology products to education technology providers, leveraging in-depth knowledge of our solutions and focusing on collaborative relationship building.

• Provide technical insights and change management expertise to help prospects effectively evaluate and select solutions.

• Develop and deliver compelling messaging to prospective EdTech clients, demonstrating the value of Instructure products in supporting their services and solutions.

• Guide prospective clients through the entire sales process, ensuring timely execution and fostering cooperation among stakeholders.

• Deliver accurate sales assessments and forecasts to inform strategies and drive both short-term and long-term initiatives, collaborating within the sales team and across departments.

• Develop and maintain relationships with key decision-makers, emphasizing solution benefits that address real business challenges such as scale, adoption, and research.

• Maintain detailed account records in Salesforce CRM, tracking insights and information for client and sales management.

• Collaborate with marketing to align on sales campaigns, share market insights, and support overall strategy.

• Work with customer success teams to ensure smooth client transition from sales to onboarding, supporting implementation and customer satisfaction.

• Partner with contracts and legal teams to support contract negotiations and ensure policy compliance.

What We’re Looking For

• 5+ years of proven success in B2B sales, preferably in the EdTech industry.

• Strong background in consultative, technical sales; skilled at technical needs assessments and proposal development.

• Demonstrated success selling enterprise software, SaaS solutions, and services.

• Ability to engage and communicate complex concepts effectively with stakeholders at all levels, including executive leadership.

• Excellent people skills with a proven ability to foster collaborative relationships both internally and externally.

• Willingness to travel up to 25% as needed.

Benefits & Perks

• Competitive compensation, with full-time employees participating in our ownership program

• Flexible work culture—remote, hybrid, and in-office options depending on location and team

• Generous time off, including holidays and an annual “Dim the Lights” recharge period

• Comprehensive wellness and mental health support programs

• Annual learning and development stipends

• Advanced tech tools to ensure your success (typically a Mac, with PC options in some locations)

• Employee recognition programs

• An inclusive culture built on support, connection, and opportunity for growth

Get in on all the awesome at Instructure!

We offer competitive, meaningful benefits in every country where we operate. While they vary by location, here's a general idea of what you can expect:

• 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

We believe in hiring great people and treating them right. The more diverse we are, the better our ideas and outcomes.

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.