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 educations and careers. We do this by giving smart, creative, passionate people opportunities to create awesome. And that's where you come in:

Instructure is an awesome technology company that has disrupted the higher education and K-12 LMS markets, and is currently expanding into new product categories within Higher Education. And we’re hiring top-flight sales talent to help us do that. If you want to work at a growing technology company that makes awesome products and values awesome people, Instructure may be for you!

This position is a maternity leave cover. Start date will be July 1 with a 3 month cover and potential to extend if business warrants.

RESPONSIBILITIES:

• Meet or exceed 100% of monthly, quarterly, and annual second tier quota
• Meet or exceed 100% of key activity goals during and following ramp period
• Hunt for new business; own & execute against a plan to develop accounts from scratch
• Conduct account research and map our solutions to customer initiatives and needs 
• Use the Challenger methodology to "Teach, Tailor, and Take Control" of conversations
• Evangelize a new, innovative, sometimes counterintuitive approach to educational technology
• Maintain accurate and timely customer, pipeline, and forecast data.
• Use bartering and mutual planning to maintain control over deals
• Manage full deal lifecycle; uncover client requirements and probe for objections and competition, uncover buyer's decision criteria, timeline, budget, etc.
• Deliver web-based sales presentations and product demos
• Provide quotes/proposals, pricing and negotiate deals to contract & close
• Build rapport and cultivate lasting business relationships with universities through consultative sales tactics, skillful negotiations and objection handling techniques
• Collaborate with Sales Development, Product, and Marketing to smoothly transition newly acquired companies to our Implementation & Customer Success teams

QUALIFICATIONS:

• 3+ years software / SaaS sales experience in with a proven track record of success
• Proven track record of quota attainment (sales awards are a strong plus)
• Autonomy / ability to work with minimal supervision
• Exceptional time management, organizational and follow-up skills combined with strong attention to detail
• Hunger for achievement and competition
• Enthusiastic, optimistic, and confident
• Coachable: Listens to and implements advice from manager 
• Hungry to learn
• Startup experience a plus
• Strong written and verbal communication skills

WORK ENVIRONMENT:

• This job operates in a professional office environment. This role routinely uses standard office equipment such as computers, phones, and printers.

PHYSICAL DEMANDS:

• This is largely a sedentary role, requiring use of typical office equipment such as a computer, laptop, and phone. Most work is completed in an office environment.

TRAVEL:

• This position requires up to 25% travel. 

Get in on all the awesome at Instructure!

• Competitive salary and 401k 
• 100% paid medical, dental, disability, and life insurance 
• HSA program, vision, voluntary life, and AD&D 
• Time off with pay, 9 paid holidays, and flexible work schedules 
• Fitness club memberships
• Fully-stocked kitchens and catered lunches 
• iMacs or Macbooks
• Food, lots of food.

We’ve always believed in hiring the most awesome people and treating them right. We know that the more diverse we are, the more diverse our ideas will be and when we openly welcome those ideas, our environment is better and our business is stronger.

At Instructure we participate in E-Verify and yes, in case you didn't catch it from the above, we are an Equal Opportunity Employer.