Account Executive, HIED (Parchment) at instructure

At Instructure, we believe in the power of people to grow and succeed throughout their lives. Our goal is to amplify that power by creating intuitive products that simplify learning and personal development, facilitate meaningful relationships, and inspire people to go further in their education and careers. We do this by giving smart, creative, passionate people opportunities to create awesome. And that's where you come in: 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. This position will require an individual who has a proven record in new client acquisitions. What you’ll do: - The Account Executive will: - 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 $20,000-$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 $1.5-2M. - 20-50% Travel within assigned territory. - Creating, Implementing, and Maintaining an annual 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 - This is full-time position What you will need to know/have: - Exhibit a willingness to travel up to 50% a year - 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 - 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 It would be a bonus if you also had: - Bachelor’s degree required - 5+ years of sales experience, preferably within an EdTech SaaS company - 3+ years of experience in an educational environment - Experience with large system selling preferred Get in on all the awesome at Instructure! We offer competitive, meaningful benefits in every country where we operate. While they vary by location, here's a general idea of what you can expect: - Competitive compensation, plus all full-time employees participate in our ownership program - because everyone should have a stake in our success. - Flexible work culture. Our remote, hybrid and in-office collaboration spaces vary by role, team and location. - Generous time off, including local holidays and our annual “Dim the Lights” period in late December, when teams are encouraged to step back and recharge based on departmental needs. - Comprehensive wellness programs and mental health support - Annual learning and development stipends to support your growth - The technology and tools you need to do your best work - Motivosity employee recognition program - A culture rooted in inclusivity, support, and meaningful connection We believe in hiring great people and treating them right. The more diverse we are, the better our ideas and outcomes. Instructure is an Equal Opportunity Employer. We comply with applicable employment and anti-discrimination laws in every country where we operate. All employees must pass a background check as part of the hiring process. To help protect our teams and systems, we’ve implemented identity verification measures. Candidates may be asked to verify their legal name, current physical location, and provide a valid contact number and residential address, in accordance with local data privacy laws. Any attempt to misrepresent personal or professional information will result in disqualification.