Sales Operations Manager, Instructure
Foundry
+ Ownership program
Dynamic learning management platform
Posted today
Dynamic learning management platform
1001+ employees
Posted today
+ Ownership program
1001+ employees
Company mission
To help learners thrive in tomorrow's landscape by delivering a future-ready ecosystem.
Role
Who you are
- Five or more years in sales operations, revenue operations, or a related go-to-market function
- Real experience supporting new-product launches or emerging-business initiatives, where the playbook didn’t exist yet
- Three or more years hands-on in Salesforce, building and maintaining reports, dashboards, and data structures
- Advanced Excel, comfortable building models, running variance analysis, and turning raw data into decision-ready output
- Excellent written and verbal communication, including executive-level presentations. A bachelor’s degree is preferred
What the job involves
- You’re the operational engine behind New Markets’ newest product bets
- You’ll own the end-to-end go-to-market lifecycle for pod products, from market sizing and early strategy through launch, performance tracking, and the handoff when a product graduates into the core
- When a pod proves customers will pay, you make that motion repeatable and hand it to the full seller base
- This is a blank-page job: the playbook doesn’t exist yet, and you’ll write it
- The role reports directly to the President, New Markets, with a matrixed dotted line to Instructure’s Go-to-Market Strategy and Operations leadership
- You own go-to-market operations across the portfolio, and you’re the voice of the New Markets business in the rooms where commercial decisions get made
- Own the end-to-end GTM lifecycle for pod products. Carry each product from market sizing and early strategy through launch planning, field execution, and post-launch performance tracking
- Shape the go-to-market approach with each pod. Partner with Pod Founders, marketing, and the sales overlay on ideal-customer definition, pricing and packaging input, channel strategy, and competitive positioning
- Design the sales motion. Build the coverage models, pipeline processes, forecasting cadences, and rules of engagement for the first seller cohort on each product
- Build the reporting backbone. Stand up and maintain the analytics in Salesforce and Excel that track pipeline health, win/loss, attach rates, average contract value, and renewal trends, and turn that data into insight leadership can act on
- Run launch readiness. Lead CRM buildout in Salesforce, playbook documentation, tool configuration, and alignment across enablement, marketing, finance, deal desk, and IT
- Own the graduation playbook. Define the criteria and the integration motion for products that complete a pod’s journey, so the full seller base can carry and sell the product without a messy handoff
- Be the voice of the business. Translate early-stage complexity into clear, data-backed narratives in planning forums, business reviews, and executive sessions, and support annual planning across capacity, quota, incentive design, and growth roadmaps
- What we expect:
- Blank page to operating framework. You go from nothing to a working system without a lot of hand-holding, then improve it as results and field feedback come in
- Rigor under ambiguity. You structure messy, early-stage go-to-market problems, build the analytical frame, and land a recommendation you can defend
- Accuracy you stand behind. The insights and reporting you put in front of leadership are right, and you own them
- Influence without authority. You move product, finance, marketing, and sales toward a shared plan without managing any of them
- Your first 90 days:
- Month 1. Immerse yourself in the New Markets portfolio, the key stakeholders, and the current go-to-market infrastructure. Understand where each product sits in its lifecycle and find the most pressing operational gaps
- Month 3. Establish a clear view of performance across active pods: pipeline health, coverage, and leading indicators. Build or refine the reporting framework in Salesforce and Excel, and set a recurring operating rhythm with product and sales leadership
- Month 6. Own and drive the go-to-market motion for at least one pod through a checkpoint. Deliver an integration-readiness recommendation for any product approaching graduation, and present a prioritized roadmap for improving New Markets go-to-market operations to senior leadership
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.
Share this job
View 14 more jobs at Instructure