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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:
We are looking for an experienced Sales Development Manager to lead our team of Sales Development Representatives, with a special focus on the Higher Education (HIED) market. You’ll oversee both inbound and outbound SDRs, driving strategic engagement with prospective client accounts through thoughtful territory-based outreach and lead qualification. This role is fully remote.
What we're looking for:
- Manage all day-to-day operations of the SDR team, including both inbound and outbound functions.
- Own pipeline development strategies and execution across the Higher Education (HIED) market.
- Coach and mentor SDRs to drive individual and team performance.
- Support SDR career growth, including internal mobility and promotions.
- Hire and onboard high-performing SDRs as needed.
- Drive the generation of high-quality pipeline for the Sales team that contributes to revenue goals.
- Be data-driven: Set targets, forecast pipeline generation, analyze performance, and leverage tools like Salesforce and Tableau.
- Build cross-functional relationships with Sales, Marketing, RevOps, and other stakeholders.
- Oversee multiple projects and initiatives to scale SDR impact.
- Continuously evolve and implement creative inbound and outbound strategies to maximize market engagement.
Qualifications:
- 2+ years of experience in software/SaaS sales with a strong performance track record.
- Demonstrated success managing or supporting both inbound and outbound SDR functions.
- Experience or familiarity with Higher Education (HIED) sales or go-to-market strategies is strongly preferred.
- Passion for coaching and mentoring emerging talent.
- Ability to collaborate effectively across departments and with senior stakeholders.
- Executive presence; confident in leading meetings with senior leadership.
- Coachable, receptive to feedback, and committed to continuous learning.
- Exceptional written and verbal communication skills.
- Strategic thinker with the ability to plan, prioritize, and drive innovative lead generation strategies.
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 schedules and a remote-friendly culture, with hybrid or onsite work options available in some regions for specific roles
- Generous time off, including local holidays and our annual company-wide “Dim the Lights” week in late December, when we encourage everyone to step back and recharge
- Comprehensive wellness programs and mental health support
- Annual learning and development stipends to support your growth
- The technology and tools you need to do your best work — typically a Mac, with PC options available in some locations
- 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.
What you need to know about the Seattle Tech Scene
Home to tech titans like Microsoft and Amazon, Seattle punches far above its weight in innovation. But its surrounding mountains, sprinkled with world-famous hiking trails and climbing routes, make the city a destination for outdoorsy types as well. Established as a logging town before shifting to shipbuilding and logistics, the Emerald City is now known for its contributions to aerospace, software, biotech and cloud computing. And its status as a thriving tech ecosystem is attracting out-of-town companies looking to establish new tech and engineering hubs.
Key Facts About Seattle Tech
- Number of Tech Workers: 287,000; 13% of overall workforce (2024 CompTIA survey)
- Major Tech Employers: Amazon, Microsoft, Meta, Google
- Key Industries: Artificial intelligence, cloud computing, software, biotechnology, game development
- Funding Landscape: $3.1 billion in venture capital funding in 2024 (Pitchbook)
- Notable Investors: Madrona, Fuse, Tola, Maveron
- Research Centers and Universities: University of Washington, Seattle University, Seattle Pacific University, Allen Institute for Brain Science, Bill & Melinda Gates Foundation, Seattle Children’s Research Institute
