Regional Vice President – EMEA Direct Sales

This is a fully remote position, open to applicants in United Kingdom.

📋 Description

• Take ownership of and implement the direct sales strategy for designated EMEA markets, in line with Instructure’s global market approach and revenue goals.

• Lead, mentor, and nurture a team of five quota-carrying Account Executives, promoting a culture of accountability, teamwork, and high performance.

• Ensure consistent quota achievement, pipeline coverage, accurate forecasting, and disciplined sales execution utilizing Salesforce.

• Actively participate in and assist the team with complex, high-stakes enterprise opportunities, including executive-level selling, deal strategy, and negotiations.

• Establish robust executive relationships with senior decision-makers (C-suite, Presidents, Vice-Chancellors, CIOs, CFOs) within higher education, K-12, and public-sector clients.

• Collaborate closely with Marketing, Solutions Engineering, Customer Success, Renewals, and Product teams to provide a seamless end-to-end customer experience.

• Deliver precise weekly, monthly, and quarterly forecasts, pipeline assessments, and business insights to EMEA and global sales leadership.

• Ensure the adoption of best-practice sales methodologies, including MEDDICC-style qualification, mutual action planning, and value-driven business cases.

• Represent Instructure at significant industry events, customer forums, and regional leadership gatherings.

• Contribute to wider EMEA leadership initiatives, talent development, and strategic long-term growth planning.

⛳️ Requirements

• Over 8 years of progressive B2B SaaS sales experience, with at least 5 years in a senior leadership position managing direct enterprise sales teams across EMEA; experience in EdTech is preferred.

• A proven history of building and leading high-performing direct sales teams that sell complex, multi-stakeholder solutions.

• In-depth understanding of EMEA regional dynamics, encompassing education systems, procurement frameworks, and cultural differences.

• Strong executive presence with a proven ability to influence C-level stakeholders—both within the organization and externally.

• Demonstrated success in generating over $10M in pipeline and more than $5M in annual recurring revenue through direct sales efforts.

• Experience selling to large, multinational clients, ideally within the EdTech, education, or public-sector-adjacent SaaS markets.

• Highly analytical, with strong commercial insight and a solid grasp of forecasting, ARR, CAC, pipeline health, and revenue metrics.

• Proficiency in English is required; additional European languages are highly beneficial.

• Willingness to travel within the region (up to approximately 40%).

• Strong understanding of technology use in education, the LMS marketplace, and related companies.

• Proven ability to establish and maintain strong relationships and partnerships.

• Self-motivated and competitive, capable of prioritizing and managing multiple demands in a fast-paced environment.

• Ability to create internal and customer-facing presentations and materials (emails, etc.).

• Familiarity with Microsoft Office Tools and Google Apps.

• Capable of managing competing demands to meet project deliverables and deadlines.

🏝️ Benefits

• Competitive compensation, with all full-time employees participating in our ownership program - ensuring everyone has a stake in our success.

• Flexible work culture. Our arrangements for remote, hybrid, and in-office collaboration vary based on role, team, and location.

• Generous time off, including local holidays and our annual “Dim the Lights” period in late December, encouraging teams to take a 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 facilitate your growth.

• The technology and tools you need to excel in your role.

• Motivosity employee recognition program.

• A culture grounded in inclusivity, support, and meaningful connections.