Note: The job is a remote job and is open to candidates in USA. Instructure is a company dedicated to enhancing education and personal development through innovative products. They are seeking a Vice President of Sales for Higher Education to lead their business across North America, focusing on revenue growth, customer acquisition, and strategic partnerships.
Responsibilities
- Own annual and quarterly bookings, recurring revenue, pipeline, and forecast commitments for the Higher Education business
- Develop and execute go-to-market strategy for public, private, community college, and system-level institutions
- Drive new customer acquisition while expanding existing strategic accounts across the Instructure portfolio
- Deliver consistent forecast accuracy through disciplined pipeline inspection and operational rigor
- Identify new growth opportunities, market trends, and competitive strategies to accelerate business performance
- Lead, coach, and develop Regional Vice Presidents, Directors, and front-line sales leaders
- Build a high-performance culture focused on accountability, collaboration, coaching, and execution
- Recruit and retain top enterprise sales talent and develop emerging organizational leaders
- Establish clear operating rhythms, performance expectations, and leadership development plans
- Foster an inclusive, customer-focused culture that empowers teams for exceptional results
- Build executive relationships with presidents, provosts, CIOs, instructional leaders, and procurement executives
- Serve as executive sponsor for strategic customers and high-impact opportunities
- Represent Instructure at industry conferences, executive forums, and customer events
- Partner with institutional leaders to understand market changes and inform long-term strategy
- Partner with Customer Experience to maximize renewals, expansion, and customer success
- Collaborate with Marketing to amplify demand generation and market awareness
- Work with Product, Solutions Engineering, Finance, and Revenue Operations to align strategy and execution
- Contribute to pipeline reviews, forecast calls, and executive business planning
- Drive disciplined execution in forecasting, territory planning, pipeline management, and sales productivity
- Ensure consistent adoption of sales methodology, CRM, and best operational practices
- Use data and analytics to improve performance, resource allocation, and organizational effectiveness
- Continuously evaluate and refine processes and organizational structure for scalable growth
Skills
- 12+ years of enterprise SaaS sales experience with progressive leadership responsibility
- Proven success leading large enterprise sales organizations through second-line leaders
- Experience selling complex software solutions into Higher Education institutions
- Demonstrated ability to achieve and exceed revenue and growth targets
- Strong executive presence and experience engaging C-suite leaders and executive buyers
- Expertise in enterprise forecasting, pipeline management, and operational excellence
- Skilled in coaching, talent development, and organizational leadership
- Bachelor's degree required
- Willingness to travel as needed to support customers, teams, and industry events
- MBA preferred
Benefits
- Competitive, meaningful benefits in every country where we operate
- All full-time employees participate in our ownership program - because everyone should have a stake in our success.
- Flexible work culture. Our remote, hybrid and in-office collaboration spaces vary by role, team and location.
- Generous time off, including local holidays and our annual “Dim the Lights” period in late December, when teams are encouraged to step back and recharge based on departmental needs.
- Comprehensive wellness programs and mental health support
- Learning and development resources, including professional development tools and tuition reimbursement, to support your growth
- The technology and tools you need to do your best work
- Motivosity employee recognition program
- A culture rooted in inclusivity, support, and meaningful connection
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