• Manage and close renewals and smaller transactional opportunities within existing customer accounts. • Maintain a consistent pipeline of velocity-driven deals aligned with regional revenue targets. • Identify upsell and cross-sell opportunities across Redesign’s technology and services portfolio. • Execute inbound and outbound sales activities to drive new opportunities within assigned accounts. • Serve as a primary point of contact for customer renewals and transactional sales opportunities. • Build and maintain strong relationships with existing clients across the Pacific Northwest region. • Partner with regional sales leadership to align on account strategy and opportunity development. • Ensure timely execution of renewals and proactive engagement ahead of contract expiration. • Partner with regional sales leadership, solution architects, and technical teams to position solutions that address customer needs. • Coordinate internal resources to support deal progression and customer engagement. • Maintain accurate opportunity tracking within CRM platforms. • Maintain accurate pipeline management and forecasting. • Track activity, deal progression, and revenue metrics. • Ensure opportunities are documented and managed within internal sales systems.

• 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. • 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 attaining annual quota by year end. • Manage a fully ramped annual sales quota of $600,000 - $800,000 and a sales pipeline of $1.5-2M. • 25-50% Travel within assigned territory. • Creating, Implementing, and Maintaining an annual territory plan • Executing a prospecting methodology as part of their regular routine • Managing 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. The Account Executive (Parchment Pathways) is required to attend training events throughout the year and expected to participate in self-paced tutorial learning when appropriate. • 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.

Job DetailsLevel: ExperiencedJob Location: Remote Employee Reports to THS Corporate Office - New Braunfels, TX 78130About Us At Team Housing Solutions, we’re passionate about delivering exceptional temporary lodging services to organizations sending teams across the United States and around the globe. We build housing solutions on-demand by partnering with property owners, asset managers, and third-party providers—offering unmatched flexibility and cost savings for our clients. Our mission? To provide superior temporary lodging experiences through streamlined systems, impeccable service, and a collaborative spirit that values our dedicated team, supply partners, and clients alike. About the Role Team Housing Solutions (THS) is seeking an experienced Account Executive – DoD/DHS to lead and support business development activities across the U.S. Department of Defense (DoD), including Military Services and Defense Agencies and the department of Homeland Security (DHS). This role is responsible for lifecycle business development ownership—from strategic account planning and customer engagement through capture leadership, proposal development support, and contract award —focused on temporary facilities, expeditionary housing, base camps, deployable equipment and integrated wrap-around support services. This is a remote position that may require travel up to 20-30% of the time for DoD/DHS customer engagement, site visits, and industry events. Key Responsibilities DoD/DHS Account Ownership & Strategy Serve as an accountable owner for DoD/DHS business development activities across the Army, Navy, Air Force, Marine Corps, Combatant Commands, and Defense Agencies and DHS agencies including ICE, CBP, USCG and FEMA. Support development of and execute multi-year DoD/DHS account strategies aligned with THS capabilities and DoD/DHS mission requirements. Build and maintain trusted relationships with contracting officers, program managers, installation leadership, engineers, and operational stakeholders. Monitor and influence DoD budgets, MILCON planning, contingency funding, and acquisition strategies Business Development and Pipeline Management Identify, qualify, and shape new DoD/DHS opportunities aligned with temporary facilities and support services. Support the DoD and DHS opportunity pipeline, ensuring disciplined CRM management, forecasting accuracy, and gate reviews. Support go/no-go and bid/no-bid decisions in coordination with executive leadership. Advise leadership on market entry strategies, priority pursuits, and competitive positioning. Capture Management and Proposal Leadership Support Capture Manager or Capture Lead for priority DoD or DHS pursuits, including IDIQs, task orders, and stand-alone contracts. Develop win strategies, customer value propositions, pricing strategies, and teaming approaches. Lead cross-functional capture teams including operations, pricing, contracts, engineering, and partners. Support and contribute to compliant, compelling proposal development efforts. Solutions Development – Temporary Facilities and Wrap-Around Support Support development of integrated DoD and DHS solutions including: Temporary and expeditionary housing Modular buildings and relocatable facilities Base camps and training support facilities Power generation, water, wastewater, and environmental services Logistics, transportation, O&M, and life-support services Translate operational and training requirements into scalable, executable solutions. Support site planning, phased deployment schedules, and cost models in collaboration with operations teams. Partnering and Industry Engagement Identify, negotiate, and manage strategic teaming relationships with primes, subs, and small businesses. Represent THS at DoD and DHS-focused industry days, conferences, and trade associations. Support joint ventures, mentor-protégé arrangements, and subcontracting strategies. Leadership and Internal Collaboration Serve as a trusted advisor to executive leadership on DoD and DHS market trends and competitive dynamics. Ensure alignment between business development commitments and operational execution capabilities. Qualifications Five or more years of federal business development experience with 3-5 years working with DoD Military Services and Agencies and or DHS agencies. Demonstrated success winning DoD or DHS contracts related to temporary facilities, expeditionary housing, or mission support services. Understanding of DoD and DHS acquisition processes, contract vehicles, and funding mechanisms. Proven capture management and proposal leadership experience. Bachelor’s degree required. Preferred Experience directly supporting Army, Air Force, Navy, Marine Corps, or Combatant Commands or ICE, CBP, FEMA or USCG. Background in contingency operations, training support, or overseas deployments. Familiarity with IDIQs, MATOCs, SATOCs, and task-order competitions. Existing DoD or DHS customer relationships. Experience in high-growth or scale-up organizations. Strategic account management. Capture and proposal support. DoD or DHS customer engagement. Temporary and expeditionary facilities, mobile asset and mission support solutions. Federal contracting and compliance. Results-driven growth mindset.

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 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 suite of products. 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 suite of products include Commissioners, Chief Academic Officer, Academic Policy leads, and Executive Directors at State Agencies, Chancellor, Registrar, Director of Admissions, Vice Chancellor, Provost, Vice Provost, and Presidents at Postsecondary Institutions. 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 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’ll do: - The Account Executive 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. - 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 attaining annual quota by year end. - Manage a fully ramped annual sales quota of $600,000 - $800,000 and a sales pipeline of $1.5-2M. - 25-50% Travel within assigned territory. - Creating, Implementing, and Maintaining an annual territory plan - Executing a prospecting methodology as part of their regular routine - Managing 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. The Account Executive (Parchment Pathways) is required to attend training events throughout the year and expected to participate in self-paced tutorial learning when appropriate. - 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 - This is full-time position - MT or PT time zone preferred What you will need to know/have: - Exhibit a willingness to travel up to 50% a year - Strong attention to detail - Excel at building and leveraging strong relationships - Excellent written and verbal communication skills - Bright, energetic professional with outstanding communication and interpersonal skills - Demonstrated ability to manage multiple tasks with shifting priorities and tight deadlines - Ability to work in an entrepreneurial environment - Self-driven and independent - Growth mindset - Well-versed in the following: - Google Suite of Tools (Gmail, Docs, Sheets, Slides) skills - Required - SalesForce Reporting and Usage - Required - WbD, Tableau, Clari Co-Pilot, Outreach, DemandBase, and Highspot- will train - Microsoft Suite of Tools (Word, Excel, Powerpoint) skills - will train - Develop and implement effective sales level campaigns/sequences using Sales Enablement Tools such as Outreach, Engagio, SalesForce and Highspot It would be a bonus if you also had: - Bachelor’s degree required - 5+ years of sales experience, preferably within an EdTech SaaS company - 3+ years of experience in an educational environment - Experience with large system selling preferred 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 - Annual learning and development stipends to support your growth - The technology and tools you need to do your best work — typically a Mac, with PC options available in some locations - 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.