Senior Account Executive - Parchment, K12

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: About the Role The Senior Account Executive, Parchment K12, is responsible for driving new business growth and expanding market share within the K-12 education sector for Instructure's Parchment solution. This role focuses on building strong relationships with key stakeholders, understanding their needs, and positioning Parchment as the premier credential management platform for schools and districts. Role & Responsibilities Develop and execute strategic sales plans to achieve and exceed assigned revenue targets for Parchment K12. Prospect and identify new business opportunities within K-12 school districts, charter schools, and state education departments. Build and maintain a robust pipeline of qualified leads, managing the full sales cycle from initial contact through close. Conduct in-depth needs assessments and discovery calls to understand customer pain points and requirements. Deliver tailored presentations and product demonstrations to address the specific needs of K-12 institutions. Negotiate contracts and pricing agreements, ensuring mutually beneficial outcomes for Instructure and our customers. Collaborate cross-functionally with Marketing, Product, and Customer Success teams to ensure seamless onboarding and lasting customer satisfaction. Stay informed about industry trends, the competitive landscape, and relevant K-12 education policies. Accurately forecast sales opportunities and keep all records up-to-date in the CRM system. Represent Instructure and Parchment at industry conferences, trade shows, and events. What You Will Need Bachelor’s degree or equivalent practical experience. 5+ years of successful sales experience in K-12 education technology or a related field. Demonstrated track record of consistently meeting or exceeding sales quotas. Strong understanding of the K-12 education market, including key challenges, trends, and decision-making processes. Experience selling SaaS solutions, preferably in credential management, student information systems, or academic technology. Excellent communication, presentation, negotiation, and interpersonal skills. Ability to build rapport and trust with diverse stakeholders, including superintendents, principals, registrars, and IT directors. Highly organized, self-motivated, and comfortable working independently and collaboratively. Proficiency with CRM software (e.g., Salesforce) and Google Workspace or Microsoft Office Suite. Willingness and ability to travel as required, up to 50%. Get in on all the awesome at Instructure! We offer competitive, meaningful ben