Full-Time

Manager

Updated on 11/26/2024

Instructure

Instructure

1,001-5,000 employees

Education technology for teaching and learning

Education

Compensation Overview

$100k - $120kAnnually

Senior

Remote in USA

Category
Field Sales
Sales & Account Management
Required Skills
Sales
Salesforce
Excel/Numbers/Sheets
Requirements
  • 5+ years of consistently achieving quota as an individual contributor or leader.
  • Demonstrated track record of leadership and talent development particularly in relation to developing sales skills, sales methodology implementation, and sales process.
  • A natural coach that is comfortable consistently providing feedback to your team.
  • Curious, active listener, with the ability to respond to prospective clients.
  • Highly effective relationship building and relationship management skills, the result of which is being respected internally by colleagues, and externally by clients.
  • Strong negotiating ability with a track record of successful commercial outcomes.
  • Exceptional organizational, presentation, and communication skills, both verbal and written. You have a strong attention to detail.
  • Demonstrated ability to manage multiple tasks with shifting priorities and tight deadlines.
  • Self-driven and independent.
  • Well-versed in sales tools such as, but not limited to, Google Suite of Services, Sandler Sales Training, SalesForce Reporting, Microsoft Excel, Outreach, and Gong a plus.
Responsibilities
  • As the Manager of Parchment Pathways Sales you will have a non-renewal bookings quota, that is the sum-total of the RSMs on your team. Quota attainment is the primary responsibility of the Manager, Higher Education Sales and achieved through success of the RSMs on your team.
  • Each of the RSMs on your team will have individual quotas for non-renewal bookings and pipeline creation for non-renewal bookings.
  • In this role, you are a manager, coach, and leader. You will play the lead role in implementing our sales motion (to include sales playbooks, Sandler selling methodology, and more) with the RSMs on your team so that they achieve their individual goals.
  • Work with each RSM on your team to ensure fidelity to our product capabilities, pricing rate card, contract process, and accurate reporting of their sales pipeline at all times.
  • Nothing compares to meeting in-person. As a visible and physically present ambassador of Parchment, you will travel 40-50% of each month (roughly 2-weeks of each month) to conferences, client visits, company meetings, and the like, in pursuit of your goals.
  • Regional Sales Managers produce bookings. In this role you will leverage Sales Velocity, Product Training, Sandler Training, quarterly business planning, and other sales tools to successfully produce bookings and successfully meet our goals. Sales Tools include, but aren’t limited to, SalesForce, DemandBase, Outreach, Gong, and PandaDoc.
  • You will collaborate across the company with: Sales leadership, and Marketing in particular, to develop new sales strategies to ensure your team's successful achievement of their goals. Customer Success Management and Member Services to ensure alignment across internal Parchment teams in the region. The Director of Parchment Pathways Sales and Human Resources, to identify, recruit, and onboard new sales talent. This will include continuously building Parchment’s evolving documentation and internal knowledge base.

Instructure focuses on enhancing the educational experience for both teachers and students through its technology solutions. The main product, Canvas, is a learning management system (LMS) that enables educators to create, manage, and deliver educational content effectively. This platform supports a variety of users, including K-12 schools, universities, and corporate training programs, and operates on a subscription model where institutions pay for access to the platform and its services. Instructure distinguishes itself from competitors by its commitment to improving teaching and learning outcomes, aiming to support over 30 million users across more than 6,000 organizations globally.

Company Stage

Acquired

Total Funding

$86.7M

Headquarters

Cottonwood Heights, Utah

Founded

2008

Growth & Insights
Headcount

6 month growth

5%

1 year growth

30%

2 year growth

34%
Simplify Jobs

Simplify's Take

What believers are saying

  • The potential acquisition by KKR or Francisco Partners could provide Instructure with substantial financial backing, enabling further growth and innovation.
  • Instructure's continuous expansion through strategic acquisitions positions it as a comprehensive solution provider in the EdTech space, enhancing career growth opportunities for employees.
  • The company's strong market value of $3.4 billion reflects its robust financial health and stability, making it an attractive place to work.

What critics are saying

  • The rapid pace of acquisitions may lead to integration challenges, potentially disrupting operations and innovation.
  • Concerns about algorithmic bias in online course tools could impact Instructure's reputation and lead to increased scrutiny and regulatory challenges.

What makes Instructure unique

  • Instructure's acquisition strategy, including companies like Scribbles, Parchment, and Concentric Sky, significantly enhances its platform's capabilities in credentialing and records management, setting it apart from competitors.
  • The integration of evidence-based EdTech insights through the acquisition of LearnPlatform provides Instructure with a unique edge in offering data-driven educational solutions.
  • Instructure's flagship product, Canvas, is a leading learning management system (LMS) widely adopted by educational institutions, giving it a strong market presence.

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