Account Executive, Instructure
Parchment Higher Education
$180k
OTE
$73.8-90k
BASE
Dynamic learning management platform
Be an early applicant
Dynamic learning management platform
1001+ employees
Be an early applicant
$180k
OTE
$73.8-90k
BASE
1001+ employees
Company mission
To elevate student success, amplify the power of teaching, and inspire everyone to learn together.
Role
Who you are
- 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
- Ability to work in an entrepreneurial environment
- Self-driven and independent
- Growth mindset
- Develop and implement effective sales level campaigns/sequences using Sales Enablement Tools such as Outreach, Salesforce and Highspot
- Well-versed in the following:
- Google Suite of Tools (Gmail, Docs, Sheets, Slides) skills - Required
- SalesForce Reporting and Usage - Required
- Tableau,Clari, Clari CoPilot, Outreach, DemandBase, and Highspot - will train
- Willingness to travel 40% a year
- Bachelor’s degree preferred
- 3+ years of sales experience, preferably within a EdTech SaaS company
- Familiarity with Sandler Sales Methodology Training or SPICED skills a plus
What the job involves
- The Account Executive, Parchment Higher Education 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 Account Based suite of products to US-based postsecondary institutions
- 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 Account Based suite of products include - University Registrar and Admissions Offices, VPs of Enrollment, Student Success Leaders, and Provosts
- 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, Parchment Higher Education will ideally meet or exceed sales objectives in the assigned territory by promoting and selling the Parchment product solutions through professional sales techniques and long-term customer relationships
- This position will require an individual who has a proven record in new client acquisitions
- 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
- Generating $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
- 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
- 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 the digital learning environment that meets the unique challenges faced by their institution. 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 and beyond. Much of Instructure's workforce is dedicated to R&D, which is unusual for a company of their size, and shows their focus on innovating.
Founded back in 2008, the company has claimed numerous successes, including going international and hitting the $1 billion market cap. It has made a number of acquisitions, most recently of Concentric Sky and LearnPlatform. The former saw Instructure incorporate Sky's "Badgr" into its ecosystem as "Canvas Badges", whereas the latter adds evidence-based insights to the platform - both cementing its commitment to building the education industry's most integrated teaching and learning platform to support lifelong learning.
Instructure was itself acquired in 2024 by KKR, which will support a broad-based equity ownership program for Instructure employees. This strategy is based on a strategy of employee ownership as a cause of stronger companies. The move is a promising one considering KKRs track record of acquired companies, but time will tell how Intructure fares.
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
- Equity and 401k
- Medical, dental, disability, and life insurance
- HSA program, vision, voluntary life, and AD&D
- Tuition reimbursement
- Work-from-home flexibility and flex time off
- Gym club reimbursements and rewards-based fitness tracking
- Professional learning and career development opportunities, including Basecamp Employee Development Week!
- An innovative community of passionate educators and learners
Company HQ
Cottonwood Heights, UT
Leadership
Steve Daly
(CEO, not founder)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 2 more jobs at Instructure