Account Executive - Parchment K12

About the role

We are seeking a passionate and driven Account Executive to join our team, focusing on the sales of Parchment K12 solutions. In this role, you will play a pivotal part in assisting educational institutions to enhance their credential management processes. Your primary responsibilities will include identifying new business opportunities, managing the entire sales cycle, and consistently achieving or surpassing sales targets. This position is essential for broadening our influence in the K12 education sector.

Key facts

What you'll do

• Achieve or exceed established sales targets by engaging with decision-makers in K12 education through strategic outreach, impactful presentations, and effective negotiations.
• Develop and execute innovative sales strategies aimed at identifying and pursuing new business opportunities within your designated region.
• Conduct engaging product demonstrations and presentations that effectively communicate the advantages of Parchment K12 solutions to potential clients.
• Establish and maintain a robust sales pipeline, ensuring accurate tracking of progress and forecasting future sales opportunities.
• Collaborate with sales engineering, marketing, and customer success teams to deliver a seamless customer experience from initial contact through to post-sale support.
• Negotiate contract terms, pricing structures, and agreements with prospective clients to secure favorable outcomes for both parties.
• Stay updated on industry trends, competitor activities, and product advancements to maintain a competitive edge in the market.
• Represent Instructure at industry events, conferences, and webinars, fostering relationships with potential clients and enhancing brand visibility.
• Maintain accurate and up-to-date client records within the CRM system to ensure effective tracking and management of sales activities.

Requirements

• A bachelor's degree in Business, Marketing, Education, or a related discipline is required.
• A minimum of 3 years of proven B2B sales experience, with a track record of exceeding sales quotas, preferably in the K12 education technology sector.
• A solid understanding of the K12 education landscape, including its unique challenges and opportunities.
• Exceptional communication, presentation, and interpersonal skills, enabling effective engagement with diverse stakeholders.
• Demonstrated ability to navigate complex sales cycles and cultivate strong, lasting relationships with clients.
• Proficiency in using CRM software such as Salesforce and Google Suite to manage sales processes effectively.
• A self-motivated, results-oriented mindset, capable of working independently as well as collaboratively within a team environment.
• Willingness to travel up to 25% of the time to meet with clients and attend industry events.

Nice to have

• Experience in selling educational technology solutions specifically tailored for K12 institutions.
• Familiarity with data privacy regulations and compliance issues relevant to educational institutions.
• Previous experience working in a fast-paced, high-growth environment.
• A network of contacts within the K12 education sector that could facilitate business development efforts.

Skills & tools

• Strong proficiency in CRM systems, particularly Salesforce, to manage leads and sales activities.
• Excellent presentation skills, with the ability to convey complex information clearly and persuasively.
• Competence in using various communication tools and platforms to engage with clients effectively.
• Familiarity with sales enablement tools and techniques to enhance productivity and efficiency in the sales process.

Practical notes

All full-time employees at Instructure are eligible to participate in our ownership program, fostering a sense of shared success. We promote a flexible work culture that values work-life balance, offering generous time off, including an annual "Dim the Lights" period in late December. Our comprehensive wellness and mental health support programs, along with learning and development resources such as tuition reimbursement, reflect our commitment to employee growth and well-being. Please note that a background check and identity verification will be conducted for all new hires.

About the company

Instructure is an educational technology company that provides the Canvas learning management system. Founded in 2008, Canvas is used by thousands of schools, universities, and institutions worldwide.