Drive new customer acquisition in the ANZ Vocational Education and Corporate Learning sector by managing complex sales cycles while cultivating strategic relationships.
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:
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:
We are seeking a highly motivated and experienced Senior Account Executive (Vocational) to be a key driver of growth across the ANZ Vocational Education and Corporate Learning sector. This role is squarely focused on new customer acquisition—identifying, pursuing, and successfully closing complex deals for our leading educational technology solutions, primarily Canvas. The ideal candidate has a strong background in B2B SaaS sales, deep regional market expertise, and a proven ability to penetrate enterprise and scaled providers across the Education and Corporate Learning sectors in ANZ.
1. New Business Acquisition & Sales Cycle Management
Prospecting & Targeting: Proactively identify and qualify high-potential prospective clients across the Vocational and Corporate Learning sectors throughout the ANZ region.
Complex Deal Management: Own the entire sales cycle, from lead generation and qualification through proposal development, effective negotiation, and closing complex, high-value deals (new logo acquisition).
Performance Tracking: Accurately forecast sales opportunities, maintain pipeline hygiene, and provide regular, comprehensive updates on sales activities and pipeline status to management.
2. Strategic Planning & Regional Expertise
Market Penetration: Develop and rigorously execute strategic territory and account plans designed to penetrate the enterprise and corporate market segment, and significantly expand Instructure's footprint in ANZ across vocational enterprise and corporate learning accounts.
Market Analysis: Maintain expert knowledge of industry trends, the competitive landscape, and regulatory changes within the ANZ vocational education and corporate learning technology markets.
3. Relationship Management & Collaboration
Stakeholder Engagement: Cultivate and maintain strong, strategic relationships with key decision-makers and high-level stakeholders within target organisations.
Product Expertise: Become a subject matter expert on Instructure's product portfolio (e.g., Canvas LMS and affiliated modules), effectively articulating compelling, tailored value propositions to diverse audiences and stakeholder groups.
Cross-Functional Support: Work closely with Sales Engineering, Marketing, and Customer Success teams to ensure alignment, provide a seamless customer experience, and guarantee successful product adoption.
4. Travel
Regional Travel: Ability to travel extensively and frequently within the APAC region as required to meet with prospective clients, attend industry events, and participate in internal team meetings.
Minimum of 5+ years of successful quota-carrying sales experience in a B2B SaaS environment, with a strong emphasis on new logo acquisition.
Segment Expertise: Proven track record of successfully selling into the vocational education and corporate learning market, demonstrating a deep understanding of cultural nuances and business practices and market dynamics.
Sales Acumen: Demonstrated ability to manage enterprise sales, effective sales process management, regular sales cadence, negotiate effectively, and consistently exceed sales targets.
Communication Skills: Exceptional written and verbal communication, presentation, and interpersonal skills.
Technical Aptitude: Strong ability to quickly understand and clearly articulate technical concepts and product functionality to non-technical audiences.
Education: Bachelor's degree in Business, Marketing, or a related field.
Self-Starter: Highly motivated, results-oriented, and able to work independently and thrive in a fast-paced, high-growth environment.
Experience selling into the education technology sector (Vocational Education) or the corporate learning market will be highly preferred.
Our Commitment to Diversity We’ve always believed in hiring the very best people and treating them right. We know that the more diverse we are, the more diverse our ideas will be, and when we openly welcome those ideas, our environment is better and our business is stronger.
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
Annual learning and development stipends to support your growth
The technology and tools you need to do your best work — typically a Mac, with PC options available in some locations
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.
Flexible Work Hours
Flexible work culture. Our remote, hybrid and in-office collaboration spaces vary by role, team and location.
Learning Budget
Annual learning and development stipends to support your growth
Inclusive company culture
A culture rooted in inclusivity, support, and meaningful connection
Paid Time Off
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.
Wellness Stipend
Comprehensive wellness programs and mental health support
Instructure builds cloud-based educational software, primarily known for its Canvas learning management system, which is designed to enhance teaching and learning experiences for millions in academic institutions and organizations globally. The platform simplifies educational processes and fosters meaningful connections, making it easier for users to engage with their learning and personal development.
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