Sales Development Representative, Instructure
Outbound, HIED
$77.2k
OTE
$60k
BASE
All full-time employees participate in our ownership program - because everyone should have a stake in our success
More information about location
Dynamic learning management platform
Open for applications
Dynamic learning management platform
1001+ employees
Open for applications
$77.2k
OTE
$60k
BASE
All full-time employees participate in our ownership program - because everyone should have a stake in our success
More information about location
1001+ employees
Company mission
To help learners thrive in tomorrow's landscape by delivering a future-ready ecosystem.
Role
Who you are
- Growth mindset: You proactively take initiative and are motivated to succeed
- Coachability: You seek out feedback and act quickly to improve
- Quality focused: You prioritize meaningful conversations that generate high-quality pipeline
- Team player: You collaborate openly with SDR peers and Sales partners, sharing knowledge and best practices
- Problem solving: You adapt strategies to each account, know the competitive landscape, and position Instructure effectively
- Resilience and persistence: You handle rejection with professionalism and remain strategic and intentional in outreach
- Time management: You own your calendar, prioritize effectively, and maximize productivity
- Proven success as an Outbound SDR or in a similar sales role
- Strong written and verbal communication skills
- Experience with CRM systems, outbound prospecting tools, and sales engagement platforms
- Ability to work independently while thriving in a collaborative team environment
- Consistent record of meeting or exceeding targets
- High energy, persistence, and a positive, solutions-oriented attitude
- Excellent organizational and time management skills
What the job involves
- As an SDR at Instructure, you are often the first impression a prospective customer has of our company
- This role requires strong communication and storytelling
- You’ll seek to understand each customer’s unique context, uncover pain points, and connect the right Instructure solutions directly to their goals
- Our best SDRs create value through thoughtful discovery and personalized outreach, not just activity
- In this role, you’ll support colleges and universities by understanding institutional priorities and learner needs, using clear communication and thoughtful discovery to connect solutions to the outcomes that matter most for students, faculty, and administrators
- Own outbound prospecting for named accounts, partnering directly with your Drive Team to align on account strategy, priorities, and follow-up plans
- Execute strategic outreach across email, phone, and social channels using a research-based, value-driven approach
- Deliver a strong buyer experience through clear communication and thoughtful storytelling that builds trust and credibility
- Run discovery conversations that uncover customer goals and pain points, then position solutions that tie directly to their needs
- Generate pipeline that becomes qualified pipeline - validated by the Sales Rep and moved into active working pipeline
- Build personalized messaging and sequences that reflect buyer context, industry language, and account priorities
- Maintain strong CRM hygiene and accurate activity tracking to support reporting, forecasting, and territory coverage
- Apply coaching, test new approaches, and continuously improve conversion through iteration
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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