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: WHAT YOU WILL DO * Achieve and exceed assigned sales quotas through proactive outreach, presentations, and negotiations with K12 decision-makers. * Develop and execute strategic sales plans to identify and target new opportunities within your assigned territory. * Conduct compelling product demonstrations and presentations, effectively articulating the value proposition of Parchment K12 solutions. * Build and maintain a robust sales pipeline, meticulously tracking progress and forecasting sales activity. * Collaborate with internal teams, including sales engineering, marketing, and customer success, to ensure a seamless customer experience. * Negotiate contracts, pricing, and terms with prospective clients. * Stay up-to-date on industry trends, competitor activities, and product developments to maintain a competitive edge. * Participate in industry events, conferences, and webinars to represent Instructure and network with potential clients. * Maintain accurate and up-to-date records in the CRM system.   WHAT YOU WILL NEED TO KNOW/HAVE * Bachelor's degree in Business, Marketing, Education, or a related field. * 3+ years of successful B2B sales experience, with a proven track record of exceeding quotas, preferably within the K12 education technology space. * Strong understanding of the K12 education market and its unique challenges and opportunities. * Excellent communication, presentation, and interpersonal skills. * Demonstrated ability to manage complex sales cycles and build strong client relationships. * Proficiency in CRM software (e.g., Salesforce) and Google Suite. * Self-motivated, results-oriented, and able to work independently as well as part of a team. * Ability to travel up to 25% 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 We believe in hiring great people and treating them right. The more diverse we are, the better our ideas and outcomes. 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.