Jobs at Instructure

The Sales Development Representative (SDR) introduces the Instructure Learning Platform to clients, manages prospecting, and forecasts using Salesforce.

Lead sales forecasting, pipeline management, and performance analysis to drive revenue growth in a SaaS environment, working with senior leadership.

Lead and manage an eight-person outbound SDR team across EMEA, hiring and coaching SDRs, generating high-quality pipeline, building outbound strategies, analyzing performance with Salesforce and Tableau, and collaborating cross-functionally to support sales bookings. Role requires travel (~25%).

Serve as a senior pre-sales technical advisor for Instructure's learning platform across EMEA. Lead demos, discovery, RFIs/RFP responses, POCs, and integration discussions (SIS, SSO, APIs, hosting). Collaborate with sales and post-sales teams, mentor SE peers, and support technical evaluation through close and handoff to implementation.

Qualify new sales opportunities by prospecting a designated territory via outbound outreach, events, and inbound leads; manage forecasts and lead status in Salesforce; create quarterly plans to meet quotas and transition qualified leads to Regional Directors.

Support Account Executives across the sales cycle by researching leads, analyzing customer data, creating engagement plans, scheduling meetings, drafting business cases and pricing, processing contracts, and maintaining Salesforce records. Participate in product shadowing and post-sales reviews to support enterprise SaaS sales for higher education accounts.

Drive growth and long-term success for Canvas LMS customers across the BeNeLux. Manage strategic accounts, secure renewals and enterprise deals, support adoption, forecast pipeline, advise Product/Customer teams, and represent Instructure at events (≈30% travel).