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.

What You'll Do

• Schedule and hold weekly meetings with your assigned Sales Development Representative (SDR) to plan and execute territory strategy for pipeline creation.
• Generate $50,000–$70,000 in new sales opportunities each week, depending on territory assignment.
• Ensure all current quarter opportunities have accurate contacts, close dates, and Firm Future Commitments (FFCs).
• Consistently work towards achieving annual quotas by year-end.
• Manage a fully ramped annual sales quota of $1M–$2M and a sales pipeline of $3M–$4M.
• Create, implement, and maintain a quarterly territory plan.
• Execute a structured prospecting methodology as part of your regular routine.
• Manage 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 learn about new products and improve selling skills.
• Provide regular reporting of pipeline and forecasts using Salesforce.
• Stay informed on competition, market trends, and product developments.
• Attend and participate in sales meetings, product seminars, and trade shows.
• Prepare written presentations, reports, and price quotations as needed.
• Conduct and manage contract negotiations.
• Upsell and cross-sell additional products/services to existing clients.

What You'll Need to Know/Have

• 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.
• 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.
• Bachelor’s degree preferred.
• Familiarity with solution-based selling methodologies is a plus.

Benefits

• 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 in late December.
• 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.