At Instructure, we are dedicated to empowering EdTech providers and educational organizations to unlock their full potential through innovative technology solutions. Our mission is to provide intuitive products and services that simplify learning and personal development, foster meaningful relationships, and inspire progress in education and careers. We believe in giving smart, creative, and passionate individuals the opportunity to make a significant impact in the world of EdTech. Instructure is seeking an experienced Regional Sales Manager (K12) who is responsible for creating new sales pipelines, managing new sales pipelines, and closing new sales pipelines, in the territory for which they are responsible. The individual is responsible for driving net-new client adoption as well as cross-selling new products into our more than 4,500 K12 institutions. The primary audience for Parchment's solutions includes Registrars, Counselors, Directors of Student Services, IT Directors & Assistant Superintendents. The Regional Sales Manager (K12) 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.What you will do:Schedule five (5) "1st new meetings" per week.Deliver five (5) "1st new meetings" per week.Schedule and hold a weekly meeting with the corresponding 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 attain annual quota by year-end.Manage a fully ramped annual sales quota of $300,000, and a sales pipeline of $600,000 to $900,000.Travel up to 40% within assigned territory. Creating, Implementing, and Maintaining an annual 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 an Account Manager.Continually learning about new products and improving selling skills. The Regional Sales Manager (K12) is required to attend training events throughout the year and expected to participate in self-paced tutorial learning when appropriate.Providing regular reporting of pipelines 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 to existing clients.MarketK12 (High Schools & Districts)This is a full-time positionWhat you will need to have:Google Suite of Tools (Gmail, Docs, Sheets, Slides) skills -RequiredSalesForce Reporting and Usage -RequiredDevelop and implement effective sales level campaigns/sequences using Sales Enablement Tools such as Outreach, Engagio, SalesForce and SeismicExhibit a willingness to travel 40% a yearStrong 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 mindsetBachelor's degree requiredBonus points if you also have:Sandler, Tableau, Gong, Outreach, DemandBase, and Seismic - will trainMicrosoft Suite of Tools (Word, Excel, Powerpoint) skills - will trainFamiliarity with Sandler Sales Methodology Training skills a plus3+ years of sales experience, preferably within an EdTech SaaS company3+ years of experience in an educational environmentGet in on all the awesome at Instructure:Competitive salary, equity and 401k.Medical, dental, disability, and life insurance.HSA program, vision, voluntary life, and AD&D.Tuition reimbursement.Paid time off, 11 paid holidays, and flexible work schedules.LifeStyles Spending Account$60,000 - $85,000 a yearThis position would also include commission taking the OTE to $149k. On top this individual receive equity in the form of restricted stock units.Final salary is subject to location and experience.We've always believed in hiring the most awesome people and treating them right. We know that the more diverse we are, the more diverse our ideas will be and when we openly welcome those ideas, our environment is better and our business is stronger.At Instructure we participate in E-Verify and yes, in case you didn't catch it from the above, we are an Equal Opportunity Employer. All Instructure employees are required to successfully pass a background check upon being hired.
