Account Executive, Instructure
Parchment Higher Education
$148-180k
OTE
$74-90k
BASE
Dynamic learning management platform
Open for applications
Dynamic learning management platform
1001+ employees
Open for applications
$148-180k
OTE
$74-90k
BASE
1001+ employees
Company mission
To help learners thrive in tomorrow's landscape by delivering a future-ready ecosystem.
Role
Who you are
- This position will require an individual who has a proven record in new client acquisitions
- Strong attention to detail
- Excel at building and leveraging strong relationships
- Excellent written and verbal communication skills
- Bright, energetic professional with outstanding communication and interpersonal skills
- Demonstrated ability to manage multiple tasks with shifting priorities and tight deadlines
- Self-driven and independent
- Growth mindset
- Well-versed in the following:
- Google Suite of Tools (Gmail, Docs, Sheets, Slides) skills - Required
- SalesForce Reporting and Usage - Required
- WbD, Tableau, Clari Co-Pilot, Outreach, DemandBase, and Highspot- will train
- Microsoft Suite of Tools (Word, Excel, Powerpoint) skills - will train
- Develop and implement effective sales level campaigns/sequences using Sales Enablement Tools such as Outreach, Engagio, SalesForce and Highspot
- Bachelor’s degree required
- 3+ years of sales experience, preferably within an EdTech SaaS company
- 3+ years of experience in an educational environment
- Familiarity with Sandler Sales Methodology Training or SPICED skills a plus
What the job involves
- The Account Executive is responsible for creating new sales pipeline, managing new sales pipeline, and closing new sales pipeline, in the territory for which they are responsible for the Parchment suite of products
- The individual is responsible for driving net-new client adoption as well as cross-selling new products into our existing network
- The audiences for Parchment suite of products include Commissioners, Chief Academic Officer, Academic Policy leads, and Executive Directors at State Agencies, Chancellor, Registrar, Director of Admissions, Vice Chancellor, Provost, Vice Provost, and Presidents at Postsecondary Institutions
- We are looking for a dynamic, entrepreneurial mindset to represent Parchment from a home office that is within the territories for which we are hiring
- The Account Executive will ideally meet or exceed sales objectives of the assigned territory by promoting and selling the Parchment product solutions through professional sales techniques and long-term customer relationships
- Schedule five (5) “1st new meetings” per week
- Deliver five (5) “1st new meetings” per week
- Schedule and hold a weekly meeting with a corresponding Sales Development Representative (SDR) to plan and execute territory strategy for pipeline creation
- Build $25,000-$40,000 in new sales opportunities each week, depending on territory assignment
- Maintain all Current Quarter Opportunities with accurate contacts, close dates, and Firm Future Commitments (FFCs)
- Make incremental progress to successfully attaining annual quota by year end
- Manage a fully ramped annual sales quota of $600,000 - $800,000 and a sales pipeline of $2M - $4M
- Willingness to travel 40% a year within assigned territory
- Creating, Implementing, and Maintaining a quarterly territory plan
- Executing a prospecting methodology as part of their regular routine
- Managing an enterprise solution sale with a 6 to 12 month purchasing cycle and multiple buyers. Quarterbacking the sale through the entire sales process ending after the transition to a Customer Success Manager
- Continually learning about new products and improving selling skills. The Account Executive (Parchment Pathways) is required to attend training events throughout the year and expected to participate in self-paced tutorial learning when appropriate
- Providing regular reporting of pipeline and forecasts using Salesforce
- Keeping abreast of competition, competitive issues and products
- Attending and participating in sales meetings, product seminars, and trade shows
- Preparing written presentations, reports, and price quotations
- Conducting and managing contract negotiations
- Ability to upsell and sell additional products/services into existing clients
- Market:
- US Higher Education Institutions and Workforce
- Post-Secondary Registrar and Admissions Focus
Our take
Instructure is an education technology company, creator of the Canvas Learning Management Platform that allows schools to build digital learning environments that meet the needs of their institutions. The platform simplifies teaching, elevates learning, and eliminates the headaches of supporting and growing traditional learning technologies.
The Canvas platform has grown to become a key part of a large number of educational institutions, from pre-school to higher education. Meanwhile, the company has gone international and hit the $1 billion market cap, made a number of acquisitions and invested in R&D. In fact, much of Instructure's workforce is dedicated to R&D, which shows their focus on innovating.
Instructure was itself acquired in 2024 by KKR, which supports a broad-based equity ownership program for Instructure employees. With KKR's record of acquired companies, this is a promising development. And, as the company centres a future-oriented vision and brand strategy, it will be interesting to see what it does next.
Freddie
Company Specialist at Welcome to the Jungle
Insights
3% employee growth in 12 months
Company
Funding (2 rounds)
Jun 2016
$4m
SERIES A
Aug 2015
$1.5m
CONVERTIBLE
Total funding: $5.5m
Company benefits
- Join a passionate community of educators and the people working to support them
- Access to a large course library, mentoring and coaching opportunities, and regular feedback
- Community engagement (partnerships, volunteering, free learning resources, and ongoing outreach efforts)
- Office culture that values outcomes and impact above all
- Equity and ownership programs give every employee a stake in our future
- Ownership, recognition, and celebrations of shared success
- Growth opportunities (we’re all about helping our people move into (and thrive in) new roles)
Company HQ
Cottonwood Heights, UT
Leadership
Steve Daly
(CEO)They have a BS in Mechanical Engineering and a MBA in Strategy and Finance with more than 20 years experience in hardware and software industries.
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