Title: Account Executive Parchment, K-12 Location: United States Department: S&M 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: The Account Executive, Parchment K12 is responsible for creating, managing, and closing new sales pipeline within their assigned US-based K12 public school territory for the Parchment K12 Based suite of products. This individual drives net-new client adoption as well as cross-sells new products into our established network. You will engage with audiences such as Directors of Student Services, Registrars, Principals, and Superintendents, representing Parchment from a home office environment. We are looking for a dynamic individual with an entrepreneurial mindset and a proven SaaS sales record. What you will do - 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. What you will need to know/have - Strong attention to detail. - Proven ability to build and leverage strong relationships. - Excellent written and verbal communication skills. - Bright, energetic professional with outstanding interpersonal skills. - Demonstrated ability to manage multiple tasks with shifting priorities and tight deadlines. - Ability to work in a large, remote corporate environment. - Self-driven, independent, and motivated by a growth mindset. - Proficient in Google Suite of Tools (Gmail, Docs, Sheets, Slides) – required. - Salesforce reporting and usage – required. - Experience with sales enablement tools such as Outreach, Salesforce, and Highspot to develop and implement effective sales campaigns/sequences. - Bachelor’s degree preferred. - 3+ years of sales experience, preferably within an EdTech SaaS company. - Familiarity with solution-based selling methodologies is a plus. 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 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.