Senior Account Executive - Parchment - K12

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.

You will schedule and hold weekly meetings with your assigned Sales Development Representative (SDR) to plan and execute territory strategy for pipeline creation.

Your responsibilities will include:

• Generating $50,000–$75,000 in new sales opportunities each week, depending on territory assignment.
• Ensuring all current quarter opportunities have accurate contacts, close dates, and Firm Future Commitments (FFCs).
• Consistently working towards achieving annual quotas by year-end.
• Managing a fully ramped annual sales quota of $750,000–$1M and a sales pipeline of $3M–$4M.
• Creating, implementing, and maintaining a quarterly territory plan.
• Executing a structured prospecting methodology as part of your regular routine.
• Managing SaaS portfolio solution sales with 2–6 month purchasing cycles and multiple buyers, quarterbacking the sale from discovery through transition to Customer Success Manager.
• Continually learning about new products and improving selling skills.
• Providing regular reporting of pipeline and forecasts using Salesforce.
• Staying informed on competition, market trends, and product developments.
• Attending and participating in sales meetings, product seminars, and trade shows.
• Preparing written presentations, reports, and price quotations as needed.
• Conducting and managing contract negotiations.
• Upselling and cross-selling additional products/services to existing clients.

To be successful in this role, you will need:

• A minimum of 5+ years of sales experience, preferably within EdTech SaaS.
• Strong attention to detail and a passion for building and leveraging relationships.
• Demonstrated excellence in both written and verbal communication skills.
• A bright, energetic, and professional demeanor with outstanding interpersonal skills.
• Proven ability to manage multiple tasks with shifting priorities and tight deadlines.
• Ability to thrive in an entrepreneurial environment; self-driven and independent with a growth mindset.
• Proficiency with Google Suite (Gmail, Docs, Sheets, Slides) and Salesforce (reporting and usage).
• Experience developing and implementing effective sales campaigns/sequences using tools such as Outreach, Salesforce, and Highspot.
• A Bachelor’s degree preferred.
• Familiarity with solution-based selling methodologies is a plus.

We offer competitive, meaningful benefits in every country where we operate, including:

• Competitive compensation, plus all full-time employees participate in our ownership program.
• Flexible work culture.
• Generous time off, including local holidays and our annual “Dim the Lights” period.
• Comprehensive wellness programs and mental health support.
• Learning and development resources, including professional development tools and tuition reimbursement.
• The technology and tools you need to do your best work.
• Motivosity employee recognition program.
• A culture rooted in inclusivity, support, and meaningful connection.