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Leads government affairs, public policy, and go-to-market strategy for Instructure’s Business and Government vertical. Builds public-sector sales pipelines, tracks legislation, advises internal teams, manages advocacy partners, develops procurement strategies, maintains policymaker relationships, and connects policy engagement to revenue and customer impact. The role also supports strategic partnerships, international policy efforts, and executive advisory work.

Leads higher education government affairs and go-to-market strategy across North America. Builds policy-driven deal pipelines, monitors legislation, advises internal teams and senior customers, manages advocacy partners, develops procurement strategies, and demonstrates how government engagement drives revenue and customer impact. The role also supports international public policy initiatives and represents Instructure with policymakers, agencies, education associations, and business leaders.

Manage complex higher-education SaaS renewal accounts, developing retention and expansion strategies, preparing quotes, forecasting renewals, negotiating contracts, and collaborating with Customer Success, Sales, Product, and Marketing teams. The role also serves as a CRM and quoting-tools subject matter expert, tracks performance metrics, and supports process improvements. Travel may be required up to 20%.

Drive revenue growth across K-12 education accounts by developing strategic account plans, generating and closing new business, managing full sales cycles, negotiating contracts, and building executive-level client relationships. Demonstrate education technology value through presentations and product demonstrations, collaborate with sales and product teams, maintain CRM forecasts, and stay informed on industry trends. Travel approximately 30% for client engagement and industry events.

Manage complex customer renewal portfolios, developing retention and expansion strategies for high-value accounts. Responsibilities include preparing renewal quotes, forecasting, negotiating contracts, collaborating with Customer Success and Sales teams, maintaining CRM and quoting-tool data integrity, communicating product updates, and reporting renewal metrics. The role requires strong relationship management, negotiation, analytical, and process-improvement skills, with advanced Salesforce, Gainsight, and Clari proficiency.

Leads and develops a team of Renewal Representatives responsible for customer retention and portfolio growth. Oversees complex renewals, escalations, negotiations, performance metrics, training, and cross-functional collaboration with Sales, Customer Success, and Finance. Improves renewal processes, data integrity, workflows, and scalability while delivering actionable KPI insights and managing customer retention initiatives.

The Account Executive will generate, manage, and close new B2B sales opportunities across an assigned U.S. K12 public school territory. Responsibilities include prospecting, sales presentations, product demonstrations, pipeline management, forecasting, contract negotiation, CRM maintenance, and collaboration with sales engineering, marketing, and customer success. The role requires at least two years of B2B sales experience, preferably in K12 education technology, and includes travel of up to 25%.

Drives new-logo growth, upselling, and cross-selling of Instructure’s education software across an assigned K-12 territory. Builds district relationships, conducts needs analyses, creates tailored proposals and presentations, manages purchasing processes, forecasts sales, maintains Salesforce records, and achieves quotas. Requires enterprise SaaS sales experience, consultative selling skills, executive-level engagement, and willingness to travel up to 50%.

Leads and builds Instructure’s decision science function, including hiring, team development, roadmap ownership, experimentation, causal and predictive modeling, executive insights, and data literacy. Partners with product, engineering, marketing, finance, and executives to guide product, pricing, retention, go-to-market, and operational decisions. Establishes analytical standards, supports data infrastructure, and ensures ethical, privacy-conscious use of student data.

Lead enterprise strategy, planning, and execution governance (OKRs, QBRs). Manage cross-functional strategic initiatives and the enterprise portfolio, build strategy scorecards and dashboards, establish systems and decision-rights, and mentor/scale the BizOps team to drive data-informed, strategy-driven execution.