Original listing text, shown exactly as published by the company.
What you'll be doing
- Own and execute the direct sales strategy across assigned EMEA markets, aligned with Instructure’s global go-to-market and revenue objectives.
- Lead, coach, and develop a team of five quota-carrying Account Executives, fostering a culture of accountability, collaboration, and high performance.
- Drive consistent quota attainment, pipeline coverage, forecast accuracy, and disciplined sales execution using Salesforce.
- Personally engage in and support the team on complex, high-value enterprise opportunities, including executive-level selling, deal strategy, and negotiation.
- Build strong executive relationships with senior decision-makers (C-suite, Presidents, Vice-Chancellors, CIOs, CFOs) across higher education, K-12, and public-sector customers.
- Partner closely with Marketing, Solutions Engineering, Customer Success, Renewals, and Product teams to deliver a cohesive end-to-end customer experience.
- Provide accurate weekly, monthly, and quarterly forecasting, pipeline reviews, and business insights to EMEA and global sales leadership.
- Ensure adoption of best-practice sales processes, including MEDDICC-style qualification, mutual action planning, and value-based business cases.
- Represent Instructure at key industry events, customer forums, and regional leadership engagements.
- Contribute to broader EMEA leadership initiatives, talent development, and long-term growth planning.
What you'll need to know/have
- 8+ years of progressive B2B SaaS sales experience, with 5+ years in a senior leadership role managing direct enterprise sales teams across EMEA; EdTech experience preferred.
- Proven track record of building and leading high-performing direct sales teams selling complex, multi-stakeholder solutions.
- Deep understanding of EMEA regional dynamics, including education systems, procurement models, and cultural variances.
- Strong executive presence and a proven ability to influence C-level stakeholders—both internally and externally.
- Demonstrated success delivering >$10M pipeline generation and >$5M+ annual recurring revenue through direct sales motions.
- Experience selling into large, multinational customers, preferably within EdTech, education, or public-sector-adjacent SaaS markets.
- Highly data-driven, with strong commercial acumen and a solid understanding of forecasting, ARR, CAC, pipeline health, and revenue metrics.
- Fluency in English required; additional European languages are highly advantageous.
- Willingness to travel across the region (up to ~40%).
- Strong understanding of technology use in education, the LMS marketplace, and companies.
- Proven success in building strong relationships and partnerships.
- Self-motivated and competitive, with the ability to prioritize and manage competing demands in a fast-paced environment.
- Ability to create internal & customer-facing presentations and materials (emails, etc.).
- Experience with Microsoft Office Tools, Google Apps.
- Manage multiple, competing demands to reach project deliverables and meet deadlines.
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.
