Instructure

Manage and develop a sales pipeline, build client relationships, and close new business in the higher education SaaS market. | 3+ years of sales experience, preferably in EdTech SaaS, with strong communication skills and ability to manage complex sales cycles. | 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 Account Executive is responsible for creating new sales pipeline, managing new sales pipeline, and closing new sales pipeline, in the territory for which they are responsible for the Parchment suite of products. The individual is responsible for driving net-new client adoption as well as cross-selling new products into our existing network. The audiences for Parchment suite of products include Commissioners, Chief Academic Officer, Academic Policy leads, and Executive Directors at State Agencies, Chancellor, Registrar, Director of Admissions, Vice Chancellor, Provost, Vice Provost, and Presidents at Postsecondary Institutions. We are looking for a dynamic, entrepreneurial mindset to represent Parchment from a home office that is within the territories for which we are hiring. The Account Executive will ideally meet or exceed sales objectives of the assigned territory by promoting and selling the Parchment product solutions through professional sales techniques and long-term customer relationships. This position will require an individual who has a proven record in new client acquisitions. \n What you’ll do: The Account Executive, Parchment Higher Education will: Schedule five (5) “1st new meetings” per week. Deliver five (5) “1st new meetings” per week. Schedule and hold a weekly meeting with a corresponding Sales Development Representative (SDR) to plan and execute territory strategy for pipeline creation. Build $20,000-$40,000 in new sales opportunities each week, depending on territory assignment. Maintain all Current Quarter Opportunities with accurate contacts, close dates, and Firm Future Commitments (FFCs). Make incremental progress to successfully attaining annual quota by year end. Manage a fully ramped annual sales quota of $600,000 - $800,000 and a sales pipeline of $1.5-2M. 25-50% Travel within assigned territory. Creating, Implementing, and Maintaining a quarterly territory plan Executing a prospecting methodology as part of their regular routine Managing an enterprise solution sale with a 6 to 12 month purchasing cycle and multiple buyers. Quarterbacking the sale through the entire sales process ending after the transition to a Customer Success Manager. Continually learning about new products and improving selling skills. The Account Executive (Parchment Pathways) is required to attend training events throughout the year and expected to participate in self-paced tutorial learning when appropriate. Providing regular reporting of pipeline and forecasts using Salesforce. Keeping abreast of competition, competitive issues and products. Attending and participating in sales meetings, product seminars, and trade shows. Preparing written presentations, reports, and price quotations. Conducting and managing contract negotiations. Ability to upsell and sell additional products/services into existing clients. Market: US Higher Education Institutions What you will need to know/have: Exhibit a willingness to travel up to 50% a year Strong attention to detail Excel at building and leveraging strong relationships Excellent written and verbal communication skills Bright, energetic professional with outstanding communication and interpersonal skills Demonstrated ability to manage multiple tasks with shifting priorities and tight deadlines Self-driven and independent Growth mindset Well-versed in the following: Google Suite of Tools (Gmail, Docs, Sheets, Slides) skills - Required SalesForce Reporting and Usage - Required WbD, Tableau, Clari Co-Pilot, Outreach, DemandBase, and Highspot- will train Microsoft Suite of Tools (Word, Excel, Powerpoint) skills - will train Develop and implement effective sales level campaigns/sequences using Sales Enablement Tools such as Outreach, Engagio, SalesForce and Highspot Bachelor’s degree required 3+ years of sales experience, preferably within an EdTech SaaS company 3+ years of experience in an educational environment Get in on all the awesome at Instructure! We offer competitive, meaningful benefits in every country where we operate. While they vary by location, here's a general idea of what you can expect: Competitive compensation, plus all full-time employees participate in our ownership program - because everyone should have a stake in our success. Flexible schedules and a remote-friendly culture, with hybrid or onsite work options available in some regions for specific roles Generous time off, including local holidays and our annual company-wide “Dim the Lights” week in late December, when we encourage everyone to step back and recharge Comprehensive wellness programs and mental health support Annual learning and development stipends to support your growth The technology and tools you need to do your best work — typically a Mac, with PC options available in some locations Motivosity employee recognition program A culture rooted in inclusivity, support, and meaningful connection \n $74,000 - $90,000 a year This range reflects our target hiring range, with flexibility based on experience, skills, and market factors. On-Target Earnings (OTE) for this role are $148,000 –$180,000 annually. Actual pay may vary based on experience, skills, market conditions, and performance against sales goals. \n We believe in hiring great people and treating them right. The more diverse we are, the better our ideas and outcomes. Instructure is an Equal Opportunity Employer. We comply with applicable employment and anti-discrimination laws in every country where we operate. All employees must pass a background check as part of the hiring process. To help protect our teams and systems, we’ve implemented identity verification measures. Candidates may be asked to verify their legal name, current physical location, and provide a valid contact number and residential address, in accordance with local data privacy laws. Any attempt to misrepresent personal or professional information will result in disqualification.

Lead global sales compensation strategy, design, and governance, collaborating with cross-functional teams and advising senior leadership. | 7+ years of sales compensation experience, proficiency with Salesforce and BI tools, global experience, and leadership skills. | 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. The Director of Sales Compensation will lead the global strategy, design, and governance of all sales compensation programs globally as Instructure scales towards $1B in revenue. You will lead the development of highly effective, scalable compensation structures aligned to GTM and corporate objectives while serving as a key advisor to senior GTM leadership and the executive team. This critical role within Revenue Operations requires strong cross-functional collaboration with Finance, Sales, Customer Success, HR and IT. \n What you'll do: In this role, you will lead both the strategic direction and operational execution of our sales compensation function. Key responsibilities include: Own the global sales compensation strategy and roadmap Translate corporate priorities into incentive levers that drive GTM outcomes Lead modeling, design and deployment of simple, scalable sales compensation plans, SPIFFs, and recognition programs that are in general alignment with best practices Develop new incentive frameworks that improve sales performance Serve as an advisor to senior GTM and executive leadership Drive scalable processes/systems and governance betweenSalesforce.com and the Performio commission system Work in close collaboration with Finance on a monthly and quarterly basis to ensure timely and accurate commissions calculations Conduct market research and competitive analyses to maintain program effectiveness Manage high-impact compensation projects and process improvements Maintain and evolve the quarterly quota agreements, sales compensation plan, related policies and rules of engagement Oversee plan documentation, approvals, and signatures Own creation and maintenance of sales compensation training materials Deliver streamlined sales new hire and ongoing training for sales compensation programs so the revenue teams have a clear understanding of how they are compensated Own compensation escalations beyond Finance or shared services teams Lead sales compensation committee to resolve escalations for splits or other commissions In your first 12 months, success will be measured by your ability to: Implement standardized quota agreements & enforcement processes Deliver a scalable global comp framework across all roles/functions Establish governance & systems between Salesforce & Performio Define KPI frameworks to measure comp effectiveness Build and lead a compensation strategy team What you will need to know/have: 7+ years of sales compensation experience, including leadership responsibility Proficient with Salesforce, commission systems (including Performio), and BI tools like Tableau Solid understanding of SaaS GTM models and the financial drivers behind new business, renewals, and expansion Known as a sales compensation SME with experience partnering across GTM, Finance, and HR Experience managing and developing direct reports Able to set and execute multi-year compensation strategies that support business goals Global compensation experience, including working across regions and time zones Strong balance of strategic thinking and attention to detail Advanced Excel user with strong analytical and modeling skills Takes full ownership of responsibilities and follows through reliably Strong communication skills, including presenting insights and recommendations to leadership BA/BS in an analytical field is a plus MBA or advanced degree (preferred) Get in on all the awesome at Instructure We offer competitive, meaningful benefits in every country where we operate. While they vary by location, here's a general idea of what you can expect: Competitive compensation, plus all full-time employees participate in our ownership program - because everyone should have a stake in our success. Flexible schedules and a remote-friendly culture, with hybrid or onsite work options available in some regions for specific roles Generous time off, including local holidays and our annual company-wide “Dim the Lights” week in late December, when we encourage everyone to step back and recharge Comprehensive wellness programs and mental health support Annual learning and development stipends to support your growth The technology and tools you need to do your best work — typically a Mac, with PC options available in some locations Motivosity employee recognition program A culture rooted in inclusivity, support, and meaningful connection \n $190,000 - $240,000 a year Compensation: This range reflects our target hiring range. Actual pay may vary based on experience, skills, market conditions, and individual qualifications. Plus a 10% annual performance bonus and participation in Instructure’s exclusive Management Equity Program - a long-term leadership incentive tied to company growth and value creation. \n We believe in hiring great people and treating them right. The more diverse we are, the better our ideas and outcomes. Instructure is an Equal Opportunity Employer. We comply with applicable employment and anti-discrimination laws in every country where we operate. All employees must pass a background check as part of the hiring process. To help protect our teams and systems, we’ve implemented identity verification measures. Candidates may be asked to verify their legal name, current physical location, and provide a valid contact number and residential address, in accordance with local data privacy laws. Any attempt to misrepresent personal or professional information will result in disqualification.

Lead and manage HR shared services operations, ensuring compliance, benefits, and LOA processes are efficient and compliant, while leading a team and implementing process improvements. | 5+ years of HR experience with a focus on compliance, benefits, and leave, plus 2+ years of management experience, and knowledge of US employment laws. | 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: We are seeking a highly organized and experienced HR Shared Services Manager to lead our Compliance, Benefits, and Leave of Absence (LOA) operations in a global environment. This role is responsible for ensuring the accurate and timely delivery of complex HR transactions, maintaining strict compliance with all applicable employment laws, and delivering exceptional service to employees and business partners. The ideal candidate is a confident people leader with deep expertise in HR compliance and benefits administration, along with a proven track record of managing audits and driving process improvements. \n What you’ll do: Team Leadership & Operations Lead, coach, and develop a team of HR Shared Services Specialists supporting Compliance, Benefits, and LOA across multiple time zones. Distribute and monitor workloads to ensure timely, accurate, and efficient transaction processing. Conduct regular team meetings, performance reviews, and development planning. Identify skill gaps and implement targeted training and cross-training initiatives. Promote a collaborative, high-performance team culture grounded in accountability and continuous improvement. Manage staffing schedules and workload planning to ensure consistent service coverage. Compliance & Auditing Ensure global compliance with all applicable federal, state, and local employment laws and regulations, including ERISA, FMLA, ADA, and HIPAA. Lead the background check adjudication process and manage vendor relationships. Plan, coordinate, and lead internal and external HR audits, including documentation preparation and audit responses. Develop and maintain a compliance and audit calendar, checklists, and standard procedures. Proactively identify, assess, and mitigate compliance risks. Stay current with changes in employment laws and regulatory requirements and communicate updates effectively to stakeholders. Maintain accurate and audit-ready records for all compliance-related activities. Benefits & Leave of Absence Administration Oversee the administration of employee benefit programs including health, retirement, and voluntary benefits, in partnership with the Benefits Center of Excellence (COE). Serve as an escalation point for complex benefits and LOA inquiries. Ensure accurate and timely benefit enrollments, changes, and terminations within HR systems. Partner with benefit vendors to resolve issues, improve service delivery, and ensure contractual compliance. Oversee workers’ compensation claims and manage interactions with insurance carriers and internal stakeholders. Process Improvement, Reporting & Systems Identify, design, and implement process improvements to enhance accuracy, efficiency, and employee experience. Develop and maintain detailed Standard Operating Procedures (SOPs) and knowledge base documentation. Leverage Workday to track transactions, analyze trends, and produce meaningful operational and compliance reports. Utilize a case management system to manage, prioritize, and resolve employee inquiries. Customer Experience & Service Delivery Deliver exceptional customer service to employees, managers, and HR stakeholders. Monitor team performance against established KPIs and SLAs, ensuring consistent service quality and resolution timeliness. Personally handle and resolve high-impact or complex employee cases. Escalate issues appropriately while ensuring accountability and follow-through. What you will need to know/have: Bachelor’s degree in Human Resources, Business Administration, or a related field required. 5+ years of progressive HR experience, with a strong focus on compliance, benefits, and/or leave administration. 2+ years of people management or supervisory experience. Experience working within an HR Shared Services model strongly preferred. In-depth knowledge of U.S. federal and state employment laws; global compliance exposure highly desirable. Strong understanding of global benefits programs and leave policies. Proven experience leading HR audits and compliance initiatives. Proficiency with Workday and HR case management systems preferred. Excellent communication, interpersonal, and problem-solving skills. Strong organizational, analytical, and reporting abilities. Demonstrated ability to handle sensitive information with discretion and confidentiality. Get in on all the awesome at Instructure! We offer competitive, meaningful benefits in every country where we operate. While they vary by location, here's a general idea of what you can expect: Competitive compensation, plus all full-time employees participate in our ownership program - because everyone should have a stake in our success. Flexible schedules and a remote-friendly culture, with hybrid or onsite work options available in some regions for specific roles Generous time off, including local holidays and our annual company-wide “Dim the Lights” week in late December, when we encourage everyone to step back and recharge Comprehensive wellness programs and mental health support Annual learning and development stipends to support your growth The technology and tools you need to do your best work — typically a Mac, with PC options available in some locations Motivosity employee recognition program A culture rooted in inclusivity, support, and meaningful connection \n $110,000 - $120,000 a year This range reflects our target hiring range. Actual pay may vary based on experience, skills, market conditions, and individual qualifications. \n We believe in hiring great people and treating them right. The more diverse we are, the better our ideas and outcomes. Instructure is an Equal Opportunity Employer. We comply with applicable employment and anti-discrimination laws in every country where we operate. All employees must pass a background check as part of the hiring process. To help protect our teams and systems, we’ve implemented identity verification measures. Candidates may be asked to verify their legal name, current physical location, and provide a valid contact number and residential address, in accordance with local data privacy laws. Any attempt to misrepresent personal or professional information will result in disqualification.

Manage outbound sales strategies, generate quality sales pipeline, and collaborate with team members to create effective sales pitches. | Proven success in outbound sales or similar roles, strong communication skills, familiarity with CRM and sales tools, ability to work independently and in teams, and a results-driven attitude. | Description: • Support our Business and Government market in North America. • Manage outbound sales strategies. • Collaborate with team members to create effective sales pitches. • Generate quality conversations and pipeline for the Sales team. Requirements: • Track record of success as an Outbound SDR or similar role. • Strong communication skills - both verbal and written. • Familiarity with CRM systems, outbound prospecting tools and sales engagement platforms. • Ability to work independently and collaboratively within a team-oriented environment. • Results-oriented mindset with a track record of meeting or exceeding targets. • High level of energy, persistence, and a positive attitude. • Excellent organizational and time management skills. Benefits: • Competitive compensation, plus all full-time employees participate in our ownership program - because everyone should have a stake in our success. • Flexible schedules and a remote-friendly culture, with hybrid or onsite work options available in some regions for specific roles • Generous time off, including local holidays and our annual company-wide “Dim the Lights” week in late December, when we encourage everyone to step back and recharge • Comprehensive wellness programs and mental health support • Annual learning and development stipends to support your growth • The technology and tools you need to do your best work — typically a Mac, with PC options available in some locations • Motivosity employee recognition program • A culture rooted in inclusivity, support, and meaningful connection