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, Parchment Higher Education 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 Account Based suite of products to US-based postsecondary institutions. 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 Account Based suite of products include - University Registrar and Admissions Offices, VPs of Enrollment, Student Success Leaders, and Provosts. 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, Parchment Higher Education will ideally meet or exceed sales objectives in 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.
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.Generating $25,000-$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 $2M-4M.Creating, Implementing, and Maintaining a quarterly territory planExecuting a prospecting methodology as part of their regular routineManaging 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. 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 and WorkforcePost-Secondary Registrar and Admissions Focus
What you will need to know/have:
Strong attention to detailExcel at building and leveraging strong relationshipsExcellent written and verbal communication skillsBright, energetic professional with outstanding communication and interpersonal skillsDemonstrated ability to manage multiple tasks with shifting priorities and tight deadlinesAbility to work in an entrepreneurial environmentSelf-driven and independentGrowth mindsetDevelop and implement effective sales level campaigns/sequences using Sales Enablement Tools such as Outreach, Salesforce and HighspotWell-versed in the following:Google Suite of Tools (Gmail, Docs, Sheets, Slides) skills - RequiredSalesForce Reporting and Usage - RequiredTableau,Clari, Clari CoPilot, Outreach, DemandBase, and Highspot - will trainWillingness to travel 40% a yearBachelor’s degree preferred3+ years of sales experience, preferably within a EdTech SaaS companyFamiliarity with Sandler Sales Methodology Training or SPICED skills a plus
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 rolesGenerous 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 rechargeComprehensive wellness programs and mental health supportAnnual learning and development stipends to support your growthThe technology and tools you need to do your best work — typically a Mac, with PC options available in some locationsMotivosity employee recognition programA culture rooted in inclusivity, support, and meaningful connectionWe 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.
