Instructure

• End-to-End Pipeline Engineering: Design, build, and deploy scalable ETL/ELT pipelines from diverse source systems into our Snowflake Data Cloud. • Cloud Infrastructure: Manage and optimize data flows within an AWS environment (S3, Lambda, IAM), ensuring high availability, security, and cost-efficiency. • High-Scale Processing: Leverage Databricks and Python (PySpark) to handle complex transformations and high-volume data processing. • Implement the Semantic Layer: Collaborate with the team to define, implement and scale our Semantic Layer (via dbt Semantic Layer, MetricFlow, or similar) to standardize business logic, metrics, and dimensions for all downstream consumers. • Model for Truth: Use dbt to build modular, version-controlled, and tested data models that serve as the definitive foundation for business intelligence. • Data Governance & Quality: Implement automated testing and monitoring to ensure the integrity and reliability of finished data marts.

• 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 • Collaborate with Marketing to amplify demand generation and market awareness • Contribute to pipeline reviews, forecast calls, and executive business planning • Ensure consistent adoption of sales methodology, CRM, and best operational practices

• Prepare and review IFRS-compliant financial statements for multiple international entities, ensuring accuracy and adherence to applicable standards. • Support the statutory audit process by coordinating with external auditors, preparing schedules, and responding to audit queries in a timely manner. • Assist in the month-end and year-end close processes, including journal entries, account reconciliations, and variance analysis. • Maintain and reconcile general ledger accounts for international subsidiaries across multiple currencies. • Prepare supporting schedules and working papers for financial reporting packages. • Assist in the preparation of consolidated financial statements and intercompany eliminations. • Monitor and ensure compliance with local statutory filing requirements in the Philippines and other assigned jurisdictions. • Collaborate with cross-functional and globally distributed teams to gather financial data and resolve discrepancies. • Support process improvement initiatives and help document accounting policies and procedures.

• Lead finance support for GTM departments and business segments, including annual planning, forecasting, reporting, financial modeling, and analysis. Partner with department stakeholders to build accurate, insightful financial plans. • Own the P&L process and analysis for GTM functions, including resource allocation, and operating expenses. • Drive coordinated headcount and resource planning to keep investment aligned with growth targets and operational priorities. • Prepare and present financial reports, dashboards, and presentations to senior leadership, with clear, actionable recommendations. • Partner with the teams on commission analysis, accrual, and payout. Reconcile commission expense to plan and explain the variances. • Partner with corporate FP&A on the long-range planning model, supporting cross-functional communication and updates on key drivers. • Develop repeatable business, operational, and financial processes that all key partners understand. • Mentor a senior analyst, building a collaborative, high-performing environment. • Support strategic initiatives and special projects with financial modeling, analysis, and recommendations. • Find and build AI-driven process improvements across GTM Finance by identifying the manual workflows worth automation.

• Own the North America field events strategy for Parchment's higher education segment, including trade show sponsorships, owned events, and webinars • Evaluate and prioritize the events portfolio based on pipeline potential, audience fit, and business goals — and make the case for where we invest and where we don't • Manage all vendor relationships end-to-end: booth designers, swag companies, venues, A/V, and other suppliers — negotiating contracts and holding partners accountable to timelines and quality • Lead event planning from kickoff to close: project timelines, budget tracking, campaign setup, list uploads, on-site execution, and post-event reporting • Develop event and campaign briefs that connect tactics to outcomes, not just logistics • Define success metrics for each event before it happens and report on results after — pipeline influenced, meetings booked, leads generated • Partner with sales, SDRs, and product marketing to align on goals, coordinate pre- and post-event follow-up, and drive outcomes beyond the event floor • Manage all operational and administrative functions: pre-event planning meetings, stakeholder communication, materials ordering, and Salesforce campaign tracking • Bring post-event retrospectives with real recommendations — not just recaps • Represent the events program in planning conversations with marketing and sales leadership, and proactively flag risks, gaps, or opportunities

• Build the foundation. Stand up and run the shared AI infrastructure — integrations, data boundaries, the approved-model registry, and a standard AI stack with single sign-on and data-loss prevention that every function can build on. • Set the guardrails. Charter and run the governance council, and put in place the security, privacy, approval, and quality monitoring that let teams move fast without creating risk. • Own the roadmap. Set AI COE priorities in collaboration with other departments • Prove the impact. Define the standard metrics for cost, throughput, and quality, and report progress through the AI efficiency scorecard. • Build capability. Create centralized training libraries and enablement programs along with HR team, and build the place where teams share what works so the whole company benefits. • Lead the operating model. Run a centralized-expertise, decentralized-execution model where the Center of Excellence owns the system, functions own the outcomes • Build and grow the team. Hire, coach, and develop the Center of Excellence team, including forward-deployed AI engineers, admins etc

• Manage a diverse portfolio of renewal accounts, including medium and large-scale contracts, to ensure timely and accurate renewals. • Develop tailored renewal strategies to maximize customer retention and identify expansion opportunities. • Collaborate closely with Customer Success Managers (CSMs) and Sales Representatives to align on account strategies and customer health. • Create, deliver, and manage complex renewal quotes, ensuring alignment with customer needs and usage data. • Conduct renewal forecasting with a high degree of accuracy, providing management with regular updates on progress and risks. • Lead renewal negotiations, including addressing customer objections, pricing discussions, and contract adjustments • Serve as a subject matter expert (SME) on quoting tools and CRM best practices, driving data integrity and operational efficiency. • Collaborate with Product and Marketing teams to understand and communicate product updates or enhancements that may affect renewals. • Track and report on key renewal performance metrics to identify trends and inform process improvements.

• Schedule and deliver five (5) “1st new meetings” per week. • Schedule and hold weekly meetings with a Sales Development Representative (SDR) to execute territory strategy for pipeline creation. • Generate $25,000-$50,000 in new sales opportunities weekly, depending on territory assignment. • Maintain all current quarter opportunities with accurate contacts, close dates, and notes. • Make incremental progress toward attaining annual quota by year end. • Manage a fully ramped annual sales quota of $350,000 - $500,000 and a sales pipeline of $1M-2M. • Create, implement, and maintain a quarterly territory plan. • Execute a consistent prospecting methodology as part of your routine. • Manage SaaS portfolio solution sales with 2 to 6 month purchasing cycles and multiple buyers, quarterbacking the sale through completion and transition to Customer Success Manager. • Continuously learn about new products and improve your selling skills. • Provide regular reporting of pipeline and forecasts using Salesforce. • Stay informed about competition, industry trends, and new product offerings. • Attend and participate in sales meetings, product seminars, and trade shows. • Prepare written presentations, reports, and price quotations. • Conduct and manage contract negotiations. • Demonstrate the ability to sell more than one product to new logo clients.

• Support business impact through data-driven insights. Conduct analyses that uncover opportunities to improve product adoption, customer engagement, and revenue growth using rigorous analytical methods. • Execute experimentation and causal analysis. Support the design and execution of A/B tests and causal inference studies to evaluate the impact of new product features, pricing strategies, and go-to-market initiatives. • Contribute to product and business strategy. Partner with product managers, engineers, and marketing teams to translate business questions into structured analytical frameworks and deliver clear, actionable findings. • Deliver analytical solutions end-to-end. Own the lifecycle of analytical projects — from scoping problems and building models to presenting insights and tracking outcomes. • Apply AI-first thinking. Leverage AI tooling (e.g., Claude, ChatGPT, Glean) to accelerate analysis, improve throughput, and elevate the quality of deliverables. • Communicate insights clearly. Translate analytical findings into recommendations that both technical and non-technical stakeholders can understand and act on.

• Review, collect, clean, analyze, and report on data from active research studies • Participate in customer calls and contribute to project conversations • Develop logic models and conduct literature or survey-based research • Support internal projects and other tasks as assigned