• Own outbound prospecting for named accounts, partnering directly with your Drive Team to align on account strategy, priorities, and follow-up plans. • Execute strategic outreach across email, phone, and social channels using a research-based, value-driven approach. • Deliver a strong buyer experience through clear communication and thoughtful storytelling that builds trust and credibility. • Run discovery conversations that uncover customer goals and pain points, then position solutions that tie directly to their needs. • Generate pipeline that becomes qualified pipeline - validated by the Sales Rep and moved into active working pipeline. • Build personalized messaging and sequences that reflect buyer context, industry language, and account priorities. • Maintain strong CRM hygiene and accurate activity tracking to support reporting, forecasting, and territory coverage. • Apply coaching, test new approaches, and continuously improve conversion through iteration.

• You proactively take initiative and are motivated to succeed. • You seek out feedback and act quickly to improve. • You prioritize meaningful conversations that generate high-quality pipeline. • You collaborate openly with SDR peers and Sales partners, sharing knowledge and best practices. • You adapt strategies to each account, know the competitive landscape, and position Instructure effectively. • You handle rejection with professionalism and remain strategic and intentional in outreach. • You own your calendar, prioritize effectively, and maximize productivity.

• Growth mindset: You don’t wait for others to give you the answers, you take initiative. You are motivated to succeed and build your own path to success. • Coachability: You are eager to learn and not only take feedback openly, but you seek out feedback and find ways to implement it. • Quality focused: You care about generating quality conversations and pipeline for our Sales team that will ultimately turn into bookings. • Team player: You are open and collaborative with your fellow SDRs and with our Sales team. You share knowledge, ask questions and contribute to overall Drive Team success. • Problem solving: You are able to address objections, creatively overcome challenges and adjust your strategies based on research and what each account needs. You know our market, our competitors, and how to position our solutions. • Resilience and persistence: You are able to handle rejection and not take the first no. You are creative, strategic and intentional with how you approach your accounts. • Time management: You own your calendar and manage your time effectively. You are self-aware about how you work best and are able to effectively prioritize tasks to maximize efficiency and results. • Research, identify, and qualify target accounts through effective outreach methodologies and effective communication of our value proposition to key decision makers. • Develop and implement effective sales level campaigns with lists of prospects and contacts for email/phone campaigns, conference attendance, etc. • Work with and directly support designated Regional Sales Managers within specific territories by developing/executing original and purposeful sales content. • Route qualified opportunities to the partnered Regional Sales Managers for further development and closure. • Responsible for prioritizing, leading and documenting prospecting activities in Salesforce.

• As our Senior Director of Global Sales Development (SDR), you will be the executive leader responsible for the strategy, execution, and predictable performance of our entire global Sales Development organization, consisting of 40+ team members. • Your primary mandate is to design, implement, and optimize a world-class pipeline generation engine that consistently delivers high-quality, sales-qualified opportunities to our Account Executives. • Set and Execute Global Strategy: Define and execute the comprehensive global Sales Development strategy, ensuring alignment across multiple product lines, complex sales cycles, and target customer segments. • Predictable Pipeline Generation: Deliver against quarterly and annual pipeline generation targets, focusing on improving the predictability and conversion rates of qualified opportunities (SQOs) into closed-won business. • Optimize Sales Playbook: Own the SDR outreach methodology, continuously developing and refining high-impact outbound sales plays, personalization tactics, and sequencing strategies to penetrate target accounts effectively. • Provide executive leadership and mentorship to the management team within the 40-person SDR organization, ensuring leadership consistency and execution alignment across all geographies. • Establish and enforce scalable processes, uniform KPIs, and disciplined forecasting methodologies to drive efficiency across the global team.