- We are seeking a seasoned and highly strategic Regional Vice President, Direct Sales – EMEA to lead and scale Instructure’s direct sales motion across key European markets, including Italy, BeNeLux, UK & Ireland, and other priority European regions
- Reporting directly to the Managing Director, EMEA, this role is responsible for leading a team of direct sellers driving new business growth, expanding market penetration, and ensuring consistent execution of Instructure’s enterprise-grade, consultative sales methodology
- This is a critical leadership role for an experienced sales executive who has successfully built and managed high-performing direct sales teams within large, multinational SaaS and EdTech environments
- You’ll be expected to coach consultative and strategic selling skills as well as possess a strong understanding of the Educational Technology industry
- 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
Benefits
- Join a passionate community of educators and the people working to support them
- Access to a large course library, mentoring and coaching opportunities, and regular feedback
- Community engagement (partnerships, volunteering, free learning resources, and ongoing outreach efforts)
- Office culture that values outcomes and impact above all
- Equity and ownership programs give every employee a stake in our future
- Ownership, recognition, and celebrations of shared success
- Growth opportunities (we’re all about helping our people move into (and thrive in) new roles)
- Strong understanding of technology use in education, the LMS marketplace, and companies
- Ability to create internal & customer-facing presentations and materials (emails, etc.)
- 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
- 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
- Experience selling into large, multinational customers, preferably within EdTech, education, or public-sector-adjacent SaaS markets
- Experience with Microsoft Office Tools, Google Apps
- Willingness to travel across the region (up to ~40%)
- Highly data-driven, with strong commercial acumen and a solid understanding of forecasting, ARR, CAC, pipeline health, and revenue metrics
- Deep understanding of EMEA regional dynamics, including education systems, procurement models, and cultural variances
- Fluency in English required; additional European languages are highly advantageous
- Proven track record of building and leading high-performing direct sales teams selling complex, multi-stakeholder solutions
- Manage multiple, competing demands to reach project deliverables and meet deadlines
- 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
