Sector VP, K-12

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

📋 Description

• Take ownership of the K12 strategy

• Establish the multi-year plan for achieving success in K12, with a focus on maintaining the Canvas K12 installed base — including renewals, expansion, and competitive defense — as the cornerstone.

• Integrate MasteryConnect, assessments, Studio, Parchment K12, and Parchment Digital Brands and Pathways into the adjacency portfolio, enhancing Canvas K12 into a comprehensive platform.

• Collaborate with your Operational Leadership Team to develop the strategy. Make decisive choices regarding investments and rejections. Create the K12 Strategy Contract — the annual document that solidifies targets, investments, resource allocation, and functional commitments necessary for execution.

• Responsible for K12 non-renewal bookings, renewal bookings, revenue, and ARR — encompassing both Canvas K12 and the adjacency portfolio.

• Achieve targets within an approved budget. Monitor metrics diligently, identify any deviations early, and implement corrective actions.

• Ensure that Canvas K12 renewals meet or exceed expectations, serving as the foundation for growth, while also focusing on adjacency growth — both as attachments to the Canvas K12 base and as independent successes outside of it.

• When the sector contribution margin P&L is finalized, guide reallocations across functions within that budgetary framework, in collaboration with functional leaders.

• K12 execution involves senior leaders from Sales, Customer Success, Marketing, Product, Finance, and other areas — the Operational Leadership Team.

• Ensure this cross-functional team operates as a cohesive sector P&L team, rather than a side project for the participants.

• The VP of K12 and Instructure’s EC functional leaders share accountability for K12 outcomes.

• Work closely with the Chief Growth Officer, Chief Marketing Officer, Chief Product Officer, Chief Financial Officer, and others — coordinating on sector obligations, holding each other accountable, and resolving disputes at the appropriate level.

• Provide insights into the K12 landscape — including competitive losses, potential ARR, customer feedback, and attach economics — to the Chief Product Officer and the broader Product team.

• Collaborate intensively with Product leaders for Canvas K12, MasteryConnect, Studio, Parchment K12, and Canvas Credentials.

• Represent K12 interests to district leaders, state Departments of Education, partners, analysts, and the media.

• Dedicate significant time to engaging with district superintendents, CTOs, and chief academic officers; state DOE leadership, state procurement teams, and state-level assessment initiatives; as well as participating in industry events and associations that influence K12 decisions — such as ISTE, ASU+GSV, and state associations.

• Forge strategic partnerships that foster growth — including collaborations with SIS vendors, content providers, and assessment partners that define the K12 ecosystem.

• Make informed investment choices across the sector, holding programs to measurable standards.

⛳️ Requirements

• Over 12 years of commercial leadership experience, including significant tenure at companies with $300M ARR or more.

• Experience as a General Manager: You’ve led a business or a significant segment of one, with P&L responsibility and accountability for top-line growth — not merely a function within another’s business. Experience managing a mature core alongside emerging adjacencies is highly desirable.

• Strong preference for K12 ed-tech domain expertise. You’ve worked in or sold to K12 institutions, familiar with district leadership buyers (Superintendent, CTO, Chief Academic Officer), state DOE relationships, procurement processes, funding cycles, and the channel dynamics — including SIS vendors, content providers, and assessment partners — that shape this field. Exceptional candidates from broader edtech or adjacent regulated markets will also be considered.

• Proven ability to orchestrate cross-functional efforts at scale. You’ve led teams without solid-line authority, effectively guiding a cross-functional leadership team, and aligned Sales, CS, Marketing, Product, and Finance towards common goals.

• Experience in strategy ownership: You’ve contributed to or created a multi-year strategy, made critical decisions regarding priorities, and remained accountable for results well beyond the immediate quarter.

• Proficient in understanding the dual motion of expansion within an installed base versus standalone successes — and you’ve successfully managed both.

• Commercial acumen: You can interpret pipeline coverage, funnel health, renewal risks, attach economics, and unit economics, engaging confidently in discussions with Sales, CS, and Finance leaders.

• Strong executive presence and communication skills that resonate at both the board level and during sales kickoffs on the same day.

• A mission-driven mindset focused on K12 education is a plus, though not mandatory.

• Embrace kindness, directness, and a good sense of humor. We take our work seriously but maintain a light-hearted approach to each other.

🏝️ Benefits

• Competitive compensation, complemented by participation in our ownership program for all full-time employees — because everyone should have a stake in our success.

• Flexible work culture. Our remote, hybrid, and in-office collaboration environments vary by role, team, and location.

• Generous time off policies, including local holidays and our annual “Dim the Lights” period in late December, encouraging teams to recharge based on departmental needs.

• Comprehensive wellness programs and mental health support.

• Access to learning and development resources, including professional development tools and tuition reimbursement, to foster your growth.

• The technology and tools necessary for you to perform at your best.

• Participation in the Motivosity employee recognition program.

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