VP, BizGov

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.

We do this by giving smart, creative, passionate people opportunities to create awesome. And that's where you come in:

The Opportunity

Instructure is approaching $1B in ARR. The Business & Government sector is one of the most important growth engines in our long-range plan, and we're looking for the leader who will own it.

- This is not a sales leadership role. It is not a marketing role. It is a senior commercial leadership position for an operator who has run a business before - who knows what it takes to build a sector, set the strategy, hold a multi-year P&L outlook, and orchestrate the full company behind it.

- You will report to the President, Global Commercial Organization, and sit alongside Instructure's other Sector VPs and functional commercial leadership. You will own the multi-year strategy and top-line performance for BizGov - bookings, renewals, revenue, and ARR. You will direct a cross-functional Operational Leadership Team drawn from Sales, Customer Success, Marketing, Product, Finance, and others. And you will be the senior face of BizGov inside Instructure and out, with customers, partners, analysts, and the EC.

What you will do

The VP, BizGov is accountable for the strategy, team, and results that drive growth in Instructure's Business & Government sector. You will propose and drive the BizGov strategy in close partnership with the President, Global Commercial Organization, and execute that strategy through the cross-functional leaders who make it real.

Own the BizGov strategy

Set the multi-year direction for how Instructure wins in workforce, government, and corporate markets. Develop the strategy with your Operational Leadership Team. Make the named bets. Make the named no's. Author the BizGov Strategy Contract - the annual artifact that locks in targets, bets, resourcing, and the functional commitments needed to deliver.

Own top-line performance

You are accountable for BizGov non-renewal bookings, renewal bookings, revenue, and ARR. You hit the number within an approved budget. You read the metrics, see what's off track early, and drive the mitigation. When the sector contribution margin P&L lands, you will lead reallocations across functions within that envelope, in conjunction with the functional leaders.

Orchestrate the cross-functional team

BizGov execution runs through senior leaders in Sales, Customer Success, Marketing, Product, Finance, and others - the Operational Leadership Team. They report up through their functions for craft and career. They work for you on what gets done in the sector. You set sector priorities with their heavy input, direct the work day to day, and hold the team to outcomes. Your job is to make this cross-functional team operate like a sector P&L team, not a side project for everyone involved.

Partner with functional leaders

The VP, BizGov and Instructure's EC functional leaders are co-accountable to BizGov results. You will work peer-to-peer with the Chief Growth Officer, Chief Marketing Officer, Chief Product Officer, Chief Financial Officer, and others - aligning on what each function owes the sector, holding each other to those commitments, and resolving disagreements at the right level. The Strategy Contract is the artifact that makes this work. The relationships are what makes it stick.

Shape the product roadmap

You will bring the BizGov signal - competitive losses, potential ARR, customer evidence - to the Chief Product Officer and the broader Product organization. The CPO owns the roadmap call. Once roadmap commitments are made, the CPO and the VP, BizGov are co-accountable for delivering on time.

Be the external face of BizGov

You will represent the sector with customers, partners, analysts, and the press. You will spend meaningful time with prospects and customers. You will build the strategic partnerships that accelerate growth. The BizGov story - how Instructure is different, why it wins, where it's going - comes through you.

Be a credible voice at the executive level

You will represent BizGov on the EC and in board settings. You translate sector performance and bets into the commercial language that matters - pipeline, bookings, renewals, ARR, margin. You hold your own alongside the Sales, CS, Marketing, Product, and Finance leaders at the table.

Optimize for ROI

Make smart investment decisions across the sector. Hold programs to measurable standards. Reallocate resources without sentiment when the data warrants it. Demonstrate the measurable performance of BizGov across bookings, renewals, pipeline, custo