VP, BizGov

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

📋 Description

• Instructure is nearing $1B in ARR, and the Business & Government sector is a crucial growth driver in our long-term strategy, for which we seek a leader to take charge.

• Reporting to the President of the Global Commercial Organization, you will collaborate with Instructure's other Sector VPs and functional commercial leaders. You will be responsible for the multi-year strategy and the top-line performance of BizGov, including bookings, renewals, revenue, and ARR. You will lead a cross-functional Operational Leadership Team comprising members from Sales, Customer Success, Marketing, Product, Finance, and other areas.

• Take ownership of the BizGov strategy. Define the multi-year plan to ensure Instructure excels in the workforce, government, and corporate markets, developing the strategy alongside your Operational Leadership Team.

• Ensure top-line performance. You will be accountable for non-renewal bookings, renewal bookings, revenue, and ARR within BizGov.

• Coordinate the cross-functional team. The execution of BizGov relies on senior leaders from Sales, Customer Success, Marketing, Product, Finance, and others, forming the Operational Leadership Team.

• Collaborate with functional leaders. The VP of BizGov and Instructure's EC functional leaders share accountability for BizGov's outcomes.

• Influence the product roadmap. You will communicate the BizGov insights to the Chief Product Officer and the wider Product organization.

• Act as the external representative for BizGov. You will engage with customers, partners, analysts, and the media on behalf of the sector.

• Establish credibility at the executive level. You will represent BizGov during EC meetings and board discussions.

• Focus on optimizing ROI. Make informed investment decisions across the sector and ensure programs meet measurable objectives.

⛳️ Requirements

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

• Experience as a General Manager. You have managed a business or a significant segment of one, with P&L responsibility and accountability for top-line growth, rather than simply overseeing a function within another's business.

• Extensive expertise in the BizGov domain. You have experience operating in or selling to workforce, government, or corporate markets, with knowledge of buyers, procurement processes, policy contexts, and the dynamics of channels and partnerships in this area.

• Proven ability to orchestrate cross-functional teams at scale. You have led initiatives without direct authority, managed a cross-functional leadership team, and aligned Sales, Customer Success, Marketing, Product, and Finance towards common objectives.

• Ownership of strategy. You have developed and been accountable for a multi-year strategy, making tough decisions on priorities and maintaining accountability for results that extend beyond the immediate quarter.

• Strong commercial acumen. You are adept at interpreting pipeline coverage, funnel health, renewal risks, and unit economics, and can confidently engage in discussions with peers in Sales, Customer Success, and Finance.

• Exceptional executive presence and communication skills suitable for both board-level discussions and sales kickoffs on the same day.

• A mission-driven approach towards education, workforce development, or public-sector impact is advantageous but not mandatory.

• A combination of kindness, directness, and a good sense of humor. We approach our work seriously while maintaining a light atmosphere with one another.

🏝️ Benefits

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

• Flexible work environment. Our remote, hybrid, and in-office collaboration spaces vary depending on role, team, and location.

• Generous time off, inclusive of local holidays and our annual “Dim the Lights” period in late December, where teams are encouraged to take a break and recharge according to departmental needs.

• Comprehensive wellness initiatives and mental health support.

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

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

• Participation in the Motivosity employee recognition program.

• A culture founded on inclusivity, support, and meaningful connections.