Growth Account Executive - Higher Education - UK (hybrid)

## About this roleAt 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 part of market leading growth, we are looking for a high performing individual contributor to focus specifically on partnering with our existing clients who are using Canvas LMS and the wider Instructure Learning Platform across the United Kingdom and Ireland. This is a role that will require travel for on-sites and events (30%), as well as a strategic mindset.As a Growth Account Executive, you will be responsible for the long term, sustainable success of institutions using our solutions across the region (primarily universities and colleges), ensuring all aspects of the business are healthy.What you will be doing:Lead the development of Instructure’s client strategy for Institutions in the UK & Ireland region; manage numerous accounts strategically.Engage with institutions to understand their educational strategy; keep close to emerging trends and develop innovative approaches to ensure our clients are successful using Instructure’s solutions.Create and articulate compelling value propositions around Instructure solutions and services.Support customer growth through well-developed sales engagements and successful go-to-market strategy to achieve outcomes that drive educational value.Secure long-term and business terms with enterprise customers by selling the value and return on investment of our platform.Provide informative input back to other team functions, particularly Product and Customer Experience.Demonstrate superb pipeline management and hygiene, providing regular forecast updates across short, medium, and long-term goals.Consis### Selling MotionSales CycleEnterprise6–18 month cycles, complex multi-stakeholder dealsProspectingChannel / PartnerSell through partners, resellers, or alliancesBuyer PersonaC-SuiteSelling to executive decision-makers### Requirements at a GlanceBachelor's Degree·RequiredPipeline Management·Required skill### Typical Day — Account ExecutiveStakeholder meetings3–5/weekExecutive presentations2–3/weekBusiness cases & RFPs1–2/weekForecast & pipeline2×/weekChampion coachingDailyEstimates based on role type and selling motion — actual may vary by company.### SaaS — Interview IntelTypical Sales Cycle30–90 days (SMB) · 3–9 months (Mid-Market) · 6–18 months (Enterprise)Common Buyer Objections* \"We're locked into a contract with [competitor]\"* \"We built something in-house already\"* \"We don't have budget until next quarter\"* \"Our team won't adopt another tool\"Key Industry MetricsARR / MRRNet Revenue Retention (NRR)CAC Payback PeriodLogo Churn vs Revenue ChurnACV (Avg Contract Value)Magic NumberHot Topics to Reference* • AI-native product disruption* • PLG vs sales-led motion debate* • Vertical SaaS consolidation* • Usage-based pricing modelsUse these insights to speak the buyer's language in interviews.## TagsSales & Marketing—Walk me through your discovery process.Template question—How do you handle a prospect who goes silent mid-deal?Template question—Tell me about your largest closed deal and the sales cycle.Template question—How do you build business cases for stakeholders?Template question—Describe a deal you lost and what you learned.Template questionRole InsightsThis Account Executive position at Instructure involves managing the full sales cycle from prospecting through close. #J-18808-Ljbffr