Senior Account Executive

This is a fully remote position, open to applicants in Kentucky, +6 more states.

📋 Description

• Develop and implement strategic sales strategies to achieve and surpass designated quotas for Instructure's complete range of products.

• Identify, qualify, and secure new business opportunities within assigned territories and target accounts.

• Manage and enhance existing customer relationships, recognizing opportunities for growth and upselling.

• Conduct thorough needs assessments with clients to comprehend their challenges and showcase how Instructure's solutions can effectively address them.

• Deliver engaging and customized product demonstrations to a variety of audiences, including C-level executives, IT professionals, and academic stakeholders.

• Negotiate and finalize complex sales cycles, encompassing contract terms, pricing, and service agreements.

• Collaborate efficiently with internal teams, including sales engineering, professional services, marketing, and customer success, to ensure a smooth customer experience.

• Maintain precise and current sales forecasts and pipeline in Salesforce.com.

• Remain updated on industry trends, competitive dynamics, and developments in Instructure's product offerings.

• Represent Instructure at industry events, conferences, and trade exhibitions.

⛳️ Requirements

• Bachelor's degree in Business, Marketing, or a related discipline.

• Over 5 years of successful experience as an Account Executive selling SaaS solutions to enterprise clients, ideally within the EdTech or HRTech sectors.

• Proven history of consistently achieving or exceeding sales quotas.

• Strong understanding of the K-12, Higher Education, or Corporate Learning markets.

• Exceptional communication, presentation, and interpersonal skills.

• Demonstrated ability to cultivate rapport and establish robust relationships with key decision-makers.

• Proficiency in CRM software (Salesforce.com preferred) and Google Workspace.

• Strategic mindset with the capability to identify and pursue intricate sales opportunities.

• Self-motivated, results-driven, and capable of working independently as well as collaboratively within a team.

• Willingness to travel as necessary to meet with clients and participate in industry events.

🏝️ 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 remote, hybrid, and in-office collaboration environments differ 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 take a break 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 foster your growth.

• The technology and resources you need to perform at your best.

• Motivosity employee recognition program.

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