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 acquisitionidentifying, 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.
About The Role
- 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.
- 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.
- 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.
- 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.
About You
- 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.
