Account Executive - Growth ANZ (K-12)

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: As the Account Executive - Growth (ANZ K-12) you will play a critical role in expanding the use and adoption of our flagship platform, Canvas, and its affiliated solutions within our existing direct K-12 customer base across Australia and New Zealand. Your primary focus will be on driving expanding revenue through cross-sell and up-sell opportunities within the State, Catholic Diocesan, Denominational Affiliates and Independent School sectors. This role demands a highly motivated, results-oriented sales professional with a deep understanding of the K-12 education market, our customer base, and a proven track record in consultative, solution-based sales. You will be instrumental in identifying, engaging, and successfully closing key customer opportunities to help Instructure expand its market presence. About the Role

1.Sales & Business Development

Target Attainment: Proactively identify, qualify, and close cross-sell and up-sell sales opportunities within the assigned ANZ K-12 territory and existing customer base through strategic engagement.

Sales Cycle Management: Manage the sales cycle, from discovery, qualification and engagement through to solution presentation, proposal development, effective negotiation, and final contract execution.

Strategic Planning: Collaborate with sales leadership, customer success and renewals to develop and execute strategic account plans to achieve and exceed assigned sales targets and revenue goals.

Relationship Building: Develop and maintain strong, long-term, and influential relationships with key decision-makers and stakeholders within client organisations.

Product Expertise: Become an expert on Instructure's product suite (e.g. Canvas LMS and affiliated modules) and effectively articulate its value proposition tailored to address the specific needs and challenges of the K-12 education market.

Cross-Functional Teamwork: Work closely with marketing, product, renewals, and customer success teams to ensure a seamless and high-quality customer experience and to provide valuable market feedback for product enhancements.

Forecasting & Reporting: Maintain stringent pipeline hygiene, ensure accurate sales forecasts, and provide regular, clear reports on all sales activities and progress.

Travel: Willingness to travel periodically within the ANZ region for client meetings, industry conferences, and internal team events.

About You

Minimum of 2+ years of successful B2B sales experience, with at least 2 years in a quota-carrying or target-based role selling/servicing SaaS solutions to mid-market or enterprise clients. Highly preferred: Experience selling or achieving targets within the education or corporate learning technology sector.

Regional Expertise: Demonstrated, practical understanding of the business landscape, cultural nuances, and market dynamics within the ANZ K-12 education sector.

Sales Acumen: Proven ability to manage complex sales cycles, negotiate effectively, and manage deal flow consistently. A demonstrated ability to close high-value deals is strongly preferred.

Technical Aptitude: Strong understanding of cloud-based software solutions (SaaS) and the ability to articulate technical concepts clearly to non-technical audiences.

Communication: Excellent verbal and written communication, presentation, and interpersonal skills. Fluency in English (written and spoken) is required.

Self-Motivated: Highly driven, proactive, and able to work independently and effectively in a fast-paced, dynamic environment.

Salesforce: previous utilisation and ability to maintain strong hygiene data in Salesforce (or equivalent) is preferred. 

Education: A Bachelor's degree in Business, Marketing, or a related field is preferred; equivalent practical experience and success will be fully considered.