["Full-Time"]
Remote
SaaS
jobicy
About this role
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: Instructure is seeking an experienced Senior Account Executive to join our growing higher education sales team. You'll play a pivotal role in expanding the reach of Canvas and transforming how colleges and universities approach digital learning across the West/Central US region.
What You’ll Be Doing
Drive new business growth by selling Canvas to new clients in the West/Central US region.
Reside in the West/Central US or within convenient travel distance to the region.
Share insights to help prospective clients accurately evaluate different solutions and choose what best fits their needs.
Prepare and tailor messaging and presentations for prospective clients.
Guide prospects through the purchasing process to successful, timely closure.
Accurately forecast your quarterly and annual sales performance.
Develop targeted sales strategies to build and nurture a robust client pipeline.
Navigate through higher education institutions and build relationships with key decision makers and buyers.
Consistently achieve or exceed sales quotas within established timelines.
Partner closely with Senior Account Executives and clients in the field to gain referrals and expand market presence.
Log detailed, accurate account information in Salesforce CRM in a timely manner.
What We’re Looking For
5+ years of proven sales experience, ideally within SaaS or EdTech.
Demonstrated ability to achieve and exceed sales targets in a competitive environment.
Experience selling complex enterprise-level software, SaaS solutions, and services.
Experi
Tools & Tech Stack
Selling Motion
Sales Cycle
Enterprise
6–18 month cycles, complex multi-stakeholder deals
Prospecting
Channel / Partner
Sell through partners, resellers, or alliances
Buyer Persona
C-Suite
Selling to executive decision-makers
Typical Day — Account Executive
Estimates based on role type and selling motion — actual may vary by company.
SaaS — Interview Intel
Typical Sales Cycle
30–90 days (SMB) · 3–9 months (Mid-Market) · 6–18 months (Enterprise)
Common Buyer Objections
- "We're locked into a contract with [competitor]"
- "We built something in-house already"
- "We don't have budget until next quarter"
- "Our team won't adopt another tool"
Key Industry Metrics
Hot Topics to Reference
- • AI-native product disruption
- • PLG vs sales-led motion debate
- • Vertical SaaS consolidation
- • Usage-based pricing models
Use these insights to speak the buyer's language in interviews.
Tags
Walk me through your discovery process.
Template questionHow do you handle a prospect who goes silent mid-deal?
Template questionTell me about your largest closed deal and the sales cycle.
Template questionHow do you build business cases for stakeholders?
Template questionDescribe a deal you lost and what you learned.
Template questionAs an Account Executive with Instructure, you'll own the entire revenue pipeline and be measured on quota attainment.
Expect to work with recurring revenue models where customer retention is as important as acquisition.
This remote-friendly role provides geographic flexibility while maintaining access to a SaaS market.
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