Instructure

• Work tickets via web-based ticketing system, phone, or live chat from admins, faculty, staff, and student end-users (some tickets will be initial contacts and others will be escalated from admins) • Validate and clarify the issue reported • Answer how-to questions • Fix end-user issues that are resolvable through the Canvas user interface • Replicate, troubleshoot, and describe simple bugs • Keep thorough, clear, and complete records in the ticketing system of all actions taken • Escalate tickets not resolvable at the L1 level to the L2 Support team • Be friendly, efficient, and dependable, and always provide timely updates to users • When assigned, create documentation of Support processes • Perform other duties as assigned by supervisor

• 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 data transformations and high-volume workloads. • 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 and drive sales forecasting, pipeline management, bookings analysis, and performance measurement processes across International regions to ensure alignment against revenue targets and strategic objectives. • Partner directly with regional sales leadership to develop and execute growth strategies, optimize territory coverage, improve pipeline generation, and increase sales productivity. • Lead strategic planning initiatives including territory segmentation, quota setting, capacity modeling, whitespace analysis, and coverage optimization to support scalable growth. • Analyze sales performance trends, pipeline health, conversion metrics, seasonality, and customer behavior to identify risks, opportunities, and actionable recommendations. • Develop executive-level reporting, dashboards, and presentations for senior leadership, QBRs, forecasting reviews, and board-level discussions. • Build data-driven models and business cases using Salesforce, Snowflake, Tableau, Excel, and other data sources to inform operational and strategic decisions. • Identify process gaps and drive automation and operational improvements that increase reporting accuracy, forecasting predictability, and organizational efficiency. • Partner cross-functionally with Finance, Marketing, Customer Success, Deal Desk, and other GTM teams to ensure alignment across planning, reporting, and execution. • Evaluate sales motions, customer journey metrics, and funnel performance to improve pipeline velocity, conversion, retention, and expansion opportunities. • Support and influence compensation planning, incentive alignment, and operational governance initiatives that reinforce company objectives and sales behaviors. • Operate as a trusted advisor and thought partner to leadership by bringing clarity, structure, and actionable insights to complex business challenges. • Manage multiple high-priority initiatives simultaneously in a fast-paced, evolving environment while maintaining strong attention to detail and execution quality.

• Provide a best-in-class experience for Instructure’s most largest and strategic customers within an America’s territory. • Take a leadership role with your customers in driving strategy, cross-sell/up-sell, and retention while working collaboratively with Sales and Renewals. • Have a deep understanding of your customers, their initiatives, goals, and how to partner with them to find success, ensure renewals, and expand their Instructure footprint. • Act as liaison between the customer and Instructure for all interactions across Instructure’s business organizations. • Act as the voice of the customer, sharing key insights and challenges with Instructure’s Product and Strategy teams. • Accountable for CSAT and working closely with Sales and Renewals to achieve NRR targets for strategic territories. • Quickly recognize, communicate, and escalate critical issues up through management to ensure a timely resolution. • Mentor other CSMs and serve as a leader within the CSM organization. • Take on stretch projects to support our customers and the team.

• Drive adoption and customer value • Design and execute programs that increase product usage, engagement, and customer health across our K-12 customer base. • Strengthen retention • Build lifecycle and engagement strategies that reduce churn risk and support renewal, working closely with Customer Success and Renewals teams. • Develop scalable customer programs • Create repeatable, data-driven programs using digital campaigns, customer communications, and targeted initiatives that reach customers at the right time with the right message. • Partner on expansion strategy • Collaborate with ABM and Marketing Managers to support cross-sell efforts, contributing insights, segmentation, and program support to drive expansion opportunities. • Run integrated campaigns (digital + field + events) • Execute campaigns that combine digital marketing with customer events, webinars, and field programs to increase engagement and product adoption. • Turn insights into action • Use customer data, product usage signals, and campaign performance to continuously refine programs and improve outcomes. • Align cross-functional teams • Work closely with Customer Success, Sales, Renewals, Community, and Marketing to ensure a consistent and effective customer experience. • Measure impact • Track and report on key metrics like product adoption, engagement, retention, and campaign performance.

• Own the maintaining of deep, current knowledge of assigned product(s), roadmap, integrations, and constraints • Maintain deep, current knowledge of assigned products, including core workflows, configurations, integrations, and limitations • Stay aligned with product roadmaps, release plans, and technical dependencies • Translate product capabilities into clear, accurate guidance for GTM and customer-facing teams • Identify common customer misunderstandings, friction points, and misconfigurations at scale • Act as a trusted escalation point for complex product questions that require synthesis across teams • Own functional competitive intelligence (features, workflows, tradeoffs, maturity) • Respond to internal requests for competitive information using a consistent, scalable approach • Keep competitive intelligence current as products and markets evolve • Track trends, regulatory considerations, and emerging needs relevant to assigned segments or regions • Provide segment-informed input to GTM motions, enablement, and lifecycle initiatives • Serve as a thought leader by presenting sessions and participating in panels at industry conferences and events (not demo booth support) • Monitor product usage and adoption trends and provide as strategy-guiding insights to GTM teams (using shared reporting tools with Product Management) • Identify activation gaps and success patterns • Partner with PMM/Marketing on insight-driven campaigns • Provide deep product insight to inform enablement programs, sales motions, and GTM strategies • Act as a subject-matter expert for at-scale enablement efforts, including trainings, webinars, and internal programs • Leverage in-product analytics and feedback tools (e.g., Pendo) to identify usage patterns and friction points • Support discovery, feedback programs, and adoption analysis at scale • Surface insights that inform activation, adoption, and customer marketing initiatives • Partner with Product Management and Engineering to support bring-to-market motions for new and evolving products and features • Support beta programs, launches, releases, and sunsets by providing customer and market context • Translate R&D intent into customer-facing implications, risks, and adoption considerations • Support feedback loops from self-testing, GTM teams, and customers back into Product and Engineering

• Develop and execute strategic sales plans to achieve and exceed assigned sales quotas. • Identify and prospect new business opportunities within the assigned territory or market segment. • Build and maintain strong relationships with key stakeholders, including decision-makers, influencers, and technical contacts. • Conduct thorough needs assessments to understand client challenges and present tailored solutions that demonstrate the value of Instructure's products (e.g., Canvas LMS, MasteryConnect). • Deliver compelling presentations and product demonstrations, both virtually and in-person, to diverse audiences. • Manage a robust sales pipeline, accurately forecasting sales opportunities and maintaining up-to-date records in the CRM system. • Negotiate contracts, pricing, and terms to ensure mutually beneficial agreements. • Collaborate cross-functionally with internal teams, including sales engineering, product, marketing, and customer success, to ensure a seamless client experience. • Stay informed about industry trends, competitive landscape, and Instructure product updates to effectively position our solutions. • Act as a trusted advisor to clients, providing ongoing support and identifying opportunities for expansion.

Title: Outbound Sales Development Representative - K12 Location US-REMOTE-Utah Employment Type Full time Location Type Hybrid Department General & Administration Compensation $52,530 – $61,800 • Offers Commission Job Description: 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: This is a hybrid-friendly position based in Salt Lake City, UT. What you will be doing: - Growth mindset: You proactively take initiative and are motivated to succeed. - Coachability: You seek out feedback and act quickly to improve. - Quality focused: You prioritize meaningful conversations that generate high-quality pipeline. - Team player: You collaborate openly with SDR peers and Sales partners, sharing knowledge and best practices. - Problem solving: You adapt strategies to each account, know the competitive landscape, and position Instructure effectively. - Resilience and persistence: You handle rejection with professionalism and remain strategic and intentional in outreach. - Time management: You own your calendar, prioritize effectively, and maximize productivity. Here's what you will need to know/have: - Proven success as an Outbound SDR or in a similar sales role. - Strong written and verbal communication skills. - Experience with CRM systems, outbound prospecting tools, and sales engagement platforms. - Ability to work independently while thriving in a collaborative team environment. - Consistent record of meeting or exceeding targets. - High energy, persistence, and a positive, solutions-oriented attitude. - Excellent organizational and time management skills. 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 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 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.

• Execute Demand Gen Campaigns: • Execute multi-channel acquisition campaigns across email, paid media, and content targeting net-new business and government accounts • Write ad copy and emails; design images in Canva or collaborate with our in-house creative team as needed • Support webinar execution including logistics, promotion, and follow-up coordination • Pull and segment contact lists, execute data cleanup, and map account fields as directed to support accurate campaign targeting and attribution • Ensure leads from campaigns and webinars are properly scored and routed • Pull campaign data and package it into clear, digestible recaps • Manage Projects and Deadlines: • Write and submit project briefs to kick off work with the internal agency; coordinate with the PMO to keep projects on track • Use Asana to manage campaign timelines and provide feedback on deliverables • Communicate new and upcoming campaign activities to internal stakeholders so the right people are always in the loop

• Work independently and collaboratively with the social studies team to create, review, format, and revise test items based on state social studies standards and grade-level appropriateness to meet internal and external deadlines. • Design well-rounded assessments to meet customer needs. • Review assessments at multiple grade levels and content areas. • Align social studies items to state standards for multiple states. • Resolve and respond to customer feedback. • Participate in creation of curriculum documents such as pacing guides and sample questions.