Parchment Pathways Sales Manager, Instructure
$220-245k
OTE
$100-120k
BASE
Dynamic learning management platform
Open for applications
Dynamic learning management platform
1001+ employees
Open for applications
$220-245k
OTE
$100-120k
BASE
1001+ employees
Company mission
To elevate student success, amplify the power of teaching, and inspire everyone to learn together.
Role
Who you are
- 5+ years of consistently achieving quota as an individual contributor or leader
- Demonstrated track record of leadership and talent development particularly in relation to developing sales skills, sales methodology implementation, and sales process
- A natural coach that is comfortable consistently providing feedback to your team. You have an ability to inspire and motivate others
- Curious, active listener, with the ability to respond to prospective clients
- Highly effective relationship building and relationship management skills, the result of which is being respected internally by colleagues, and externally by clients
- Strong negotiating ability with a track record of successful commercial outcomes
- Exceptional organizational, presentation, and communication skills, both verbal and written. You have a strong attention to detail
- Demonstrated ability to manage multiple tasks with shifting priorities and tight deadlines
- Self-driven and independent
- Well-versed in sales tools such as, but not limited to, Google Suite of Services, Sandler Sales Training, SalesForce Reporting, Microsoft Excel, Outreach, and Gong a plus
What the job involves
- We are seeking an exceptional sales leader to power the next phase of Parchment’s growth
- The best professional for this role will be selfless; seeking the success of each Regional Sales Manager on their team
- Under the direction of the Director of Parchment Pathways Sales, the Manager of Parchment Pathways Sales will be responsible for managing the RSMs that sell Pathways platform products direct to institutions
- The team will range from 5-9 Regional Sales Managers (RSMs)
- The team is responsible for adding new Parchment Pathways services to existing clients and new Parchment Pathways services to net-new clients
- The primary audience for Parchment’s solutions includes University Registrar Offices, VPs of Enrollment, Directors of Admission, Student Success Leaders, and Provosts
- As the Manager of Parchment Pathways Sales you will have a non-renewal bookings quota, that is the sum-total of the RSMs on your team. Quota attainment is the primary responsibility of the Manager, Higher Education Sales and achieved through success of the RSMs on your team
- Each of the RSMs on your team will have individual quotas for non-renewal bookings and pipeline creation for non-renewal bookings
- In this role, you are a manager, coach, and leader. You will play the lead role in implementing our sales motion (to include sales playbooks, Sandler selling methodology, and more) with the RSMs on your team so that they achieve their individual goals
- Work with each RSM on your team to ensure fidelity to our product capabilities, pricing rate card, contract process, and accurate reporting of their sales pipeline at all times
- Nothing compares to meeting in-person. As a visible and physically present ambassador of Parchment, you will travel 40-50% of each month (roughly 2-weeks of each month) to conferences, client visits, company meetings, and the like, in pursuit of your goals
- Regional Sales Managers produce bookings. In this role you will leverage Sales Velocity, Product Training, Sandler Training, quarterly business planning, and other sales tools to successfully produce bookings and successfully meet our goals. Sales Tools include, but aren’t limited to, SalesForce, DemandBase, Outreach, Gong, and PandaDoc
- You will collaborate across the company with:
- Sales leadership, and Marketing in particular, to develop new sales strategies to ensure your team's successful achievement of their goals
- Customer Success Management and Member Services to ensure alignment across internal Parchment teams in the region
- The Director of Parchment Pathways Sales and Human Resources, to identify, recruit, and onboard new sales talent. This will include continuously building Parchment’s evolving documentation and internal knowledge base
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
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 values
- Openness - We’re open to new people, new ideas, and new opportunities. We strive to be collaborative in our projects, transparent about our intentions, and curious about how things work and how to make them better. Open minds open doors
- Relationships - We're all about building meaningful relationships based on trust, respect, and mutual success, whether they're peer-peer, teacher-student, manager-employee, or company-customer. People come first
- Equality - We aspire to offer an inclusive and welcoming culture, and we believe people deserve equal access to opportunities and resources. You can't have equality without equity
- Ownership - We're all accountable for excellence in our work and our actions, and we stand behind our products and services. Say. Do. Repeat
- Simplicity - Our software makes lifelong learning easier. We strive for clarity and ease of use across the board, from product design to communication to customer experience. Simpler is smarter
Company HQ
Cottonwood Heights, UT
Articles
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.
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