Senior Account Executive

About the role

You will be instrumental in elevating the awareness and market penetration of Instructure's Parchment solution within the K-12 educational ecosystem. This role requires you to own the end-to-end sales process, driving new business acquisition and expansion within school districts and related agencies. You will act as a trusted advisor to key stakeholders, guiding them through the transformation of academic record management. The position focuses on establishing Parchment as the definitive standard for issuing and verifying credentials in the education sector. You will leverage data and insights to tailor your approach, ensuring that Instructure's offerings align precisely with district objectives. Success in this role will be measured by your ability to build a robust pipeline and convert opportunities into long-term partnerships. You will serve as the primary link between Instructure's product vision and the specific needs of the K-12 community. Your work will directly influence how institutions issue and manage diplomas, transcripts, and other critical records.

Key facts

What you'll do

• Conduct discovery sessions to uncover the distinct operational challenges and strategic goals of K-12 organizations.
• Architect and implement multi-year sales plans designed to penetrate new verticals and expand footprint within existing accounts.
• Lead complex sales cycles, navigating committee reviews and decision-making units to secure formal approvals.
• Develop compelling narratives that connect Parchment's technology to tangible outcomes such as improved student services and administrative efficiency.
• Coordinate cross-functional workshops with Product and Engineering teams to gather feedback and refine solution positioning.
• Utilize analytical tools to forecast demand and identify trends that inform territory planning and resource allocation.
• Forge partnerships with district-level influencers, including curriculum directors and technology integration specialists.
• Prepare executive-level briefings and ROI models that clearly demonstrate the financial and operational benefits of adoption.
• Orchestrate seamless onboarding and implementation processes in collaboration with Customer Success to ensure rapid value realization.
• Represent Instructure at regional education summits and national conferences to build thought leadership and generate qualified leads.
• Monitor competitor activity and market shifts to adjust tactics and protect market share within the credentialing space.
• Initiate targeted outreach campaigns to charter management organizations and state-level education authorities.
• Document every interaction in detail to maintain visibility into the health of the sales pipeline.
• Champion the adoption of Instructure's platform by showcasing integration capabilities with existing student information infrastructures.

Requirements

• Hold a Bachelor's degree or possess equivalent real-world professional experience that demonstrates comparable expertise.
• Bring a minimum of five years of proven success in selling technology solutions to educational institutions.
• Provide a history of consistently achieving or exceeding assigned sales quotas and performance metrics.
• Exhibit an in-depth understanding of the K-12 public and private education markets, including funding models and procurement cycles.
• Have direct experience selling Software-as-a-Service platforms within the academic technology or credentialing sectors.
• Communicate with clarity and precision, adapting messaging for audiences ranging from teachers to board members.
• Demonstrate strong negotiation abilities to finalize agreements that balance client needs with company profitability.
• Build authentic relationships with a diverse array of education professionals, from superintendents to registrars.
• Thrive in a dynamic environment, balancing multiple priorities while maintaining rigorous attention to detail.
• Willingness to travel extensively, with up to half of your time spent visiting clients and attending industry functions.
• Possess the legal right to work in the United States without sponsorship requirements for this role.
• Be prepared to undergo a background verification check as a mandatory step before employment commencement.
• Comply with all Instructure policies regarding data privacy and the handling of sensitive student information.
• Maintain current status regarding eligibility to work with confidential education records and FERPA compliance standards.

Nice to have

• Leverage experience with Salesforce or similar CRM platforms to track complex sales engagements and customer lifecycles.
• Utilize advanced features in Google Workspace or Microsoft Office Suite to produce sophisticated sales materials and forecasts.
• Draw upon a background in fast-moving EdTech sales cycles to adapt quickly to Instructure's methodologies.

Practical notes

• Instructure provides a flexible work culture, generous paid time off, and a dedicated winter shutdown period known as "Dim the Lights."
• Employees have access to comprehensive wellness programs, mental health resources, and learning stipends for professional development.
• Recognition of high performance is facilitated through the Motivosity platform, which rewards collaboration and innovation.
• Completion of a background check is required for all final candidates.
• Verification of legal work authorization, identity, and current address is necessary during the hiring process.

Join Instructure and help redefine how academic achievements are documented and shared across the nation. Your expertise will play a vital role in empowering educational institutions to manage credentials with confidence and integrity.