Senior Account Executive - Parchment, K12

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

The Senior Account Executive, Parchment K12, is responsible for driving new business growth and expanding market share within the K-12 education sector for Instructure's Parchment solution. This role focuses on building strong relationships with key stakeholders, understanding their needs, and positioning Parchment as the premier credential management platform for schools and districts.

Role & Responsibilities

• Develop and execute strategic sales plans to achieve and exceed assigned revenue targets for Parchment K12.

• Prospect and identify new business opportunities within K-12 school districts, charter schools, and state education departments.

• Build and maintain a robust pipeline of qualified leads, managing the full sales cycle from initial contact through close.

• Conduct in-depth needs assessments and discovery calls to understand customer pain points and requirements.

• Deliver tailored presentations and product demonstrations to address the specific needs of K-12 institutions.

• Negotiate contracts and pricing agreements, ensuring mutually beneficial outcomes for Instructure and our customers.

• Collaborate cross-functionally with Marketing, Product, and Customer Success teams to ensure seamless onboarding and lasting customer satisfaction.

• Stay informed about industry trends, the competitive landscape, and relevant K-12 education policies.

• Accurately forecast sales opportunities and keep all records up-to-date in the CRM system.

• Represent Instructure and Parchment at industry conferences, trade shows, and events.

What You Will Need

• Bachelor’s degree or equivalent practical experience.

• 5+ years of successful sales experience in K-12 education technology or a related field.

• Demonstrated track record of consistently meeting or exceeding sales quotas.

• Strong understanding of the K-12 education market, including key challenges, trends, and decision-making processes.

• Experience selling SaaS solutions, preferably in credential management, student information systems, or academic technology.

• Excellent communication, presentation, negotiation, and interpersonal skills.

• Ability to build rapport and trust with diverse stakeholders, including superintendents, principals, registrars, and IT directors.

• Highly organized, self-motivated, and comfortable working independently and collaboratively.

• Proficiency with CRM software (e.g., Salesforce) and Google Workspace or Microsoft Office Suite.

• Willingness and ability to travel as required, up to 50%.

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.