Sales Development Representative

About the role

Sales Development Representative EMEA

This role exists to fuel the growth trajectory of Instructure by identifying and qualifying high-potential opportunities for our Regional Directors. You will serve as the primary point of entry for new business within your territory, converting interest into actionable pipelines. The position offers flexibility, with remote-friendly arrangements designed to support deep work and sustained performance. Your mission is to own the end-to-end prospecting cycle, ensuring that every interaction moves the funnel forward.

About the Opportunity

You will own the outbound and inbound motion for introducing the Instructure Learning Platform to new clients. This involves initiating contact through multiple channels, including outbound calls, trade show engagement, and responsive lead follow-up. You will be tasked with owning a specific territory, designing quarterly prospecting plans, and mapping activities directly to quota objectives. A core part of this role is the use of Salesforce to maintain accurate forecasting and ensure lead records are current and actionable. You will partner closely with Regional Directors to translate pipeline activity into closed revenue.

Key Responsibilities

• Orchestrating the first point of contact with prospective clients via phone, email, and event participation.
• Building and managing a robust pipeline through disciplined territory planning and quota management.
• Utilizing Salesforce to provide accurate sales forecasts and maintain detailed lead status updates.
• Acting as an ambassador for Instructure, ensuring the value of the learning platform is communicated clearly.
• Collaborating with internal teams to align messaging and remove barriers for academic buyers.
• Rapidly assimilating deep knowledge of enterprise software to effectively address institutional needs.
• Consistently meeting or exceeding defined sales targets within established reporting cadences.

Required Qualifications

• Demonstrated fluency in German or Italian, with the ability to engage stakeholders in these languages.
• A proven track record in software or technology sales, with a history of managing quotas.
• The capability to learn complex enterprise systems and apply this knowledge to academic sector challenges.
• An assertive yet consultative communication style that resonates with executive and technical audiences.
• A proactive mindset that seeks feedback and uses it to drive performance improvements.
• A Bachelor's Degree, or equivalent practical experience, in a relevant field.
• Proficiency with Salesforce or another similar CRM platform is essential.

What We Offer

Instructure provides a comprehensive total rewards package designed to support the entire career lifecycle. We focus on creating an environment where people can thrive both professionally and personally.

• Meaningful Remuneration: A base salary designed to recognize your impact and a structured compensation framework.
• Ownership Culture: All employees have the opportunity to participate in the company's ownership plan, aligning personal success with company results.
• Flexibility and Wellbeing: A flexible work model that adapts to role and location, supported by comprehensive wellness and mental health resources.
• Growth and Development: Access to learning resources, professional development tools, and tuition support to advance your career.
• Time to Recharge: Generous vacation policies, including local holidays and a dedicated winter shutdown period to ensure sustained productivity.
• Recognition and Culture: A platform for employee recognition and a culture grounded in inclusion, collaboration, and connection.

We are committed to building a diverse team where different perspectives drive better outcomes. Instructure is an Equal Opportunity Employer. All employment decisions are based on equal opportunity and affirmative action principles.

Please note that all employees are required to pass a background check. This process includes identity verification measures to protect our teams and systems, such as confirming legal name, current location, and contact details in adherence to data privacy regulations.

Misrepresentation of information during this process will result in disqualification. This role is a direct hire position based in the United Kingdom.

What you'll do

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