[![Image]() Meet Jobicy Copilot — free AI autofill for job applications + remote job alerts ›](#) [All remote jobs](https://jobicy.com/jobs.md)Open role[![Instructure logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2022/04/430057884baf037dd2aa1e1e017e72b6.jpg)](https://jobicy.com/company/instructure.md)Remote opportunity at[Instructure](https://jobicy.com/company/instructure.md) # Senior Account Executive – Parchment, K12 Review the role, location requirements, compensation details, and application process before deciding whether this opportunity fits your next career move. [Apply for this job](#job-application)[View company](https://jobicy.com/company/instructure.md)Share6 Sep 2026Published48Listing views3Application actions6 Oct 2026Apply before Opportunity details ## About this role. AI SummaryThis Senior Account Executive role drives net-new business and market-share growth for Parchment's K-12 credential-management SaaS platform. The position owns the full sales cycle, from prospecting school districts and state education departments through discovery, demonstrations, pricing negotiation, and close. Success requires at least five years of K-12 edtech or related SaaS sales experience, strong knowledge of education-sector buying processes, and reliable CRM-based forecasting. The role partners closely with Marketing, Product, and Customer Success while building relationships with superintendents, principals, registrars, and IT leaders. It includes substantial customer-facing activity and travel of up to 50%. ## Role DNA A quick view of the complexity, pace, ownership and collaboration implied by the job description. ### Job Complexity 4/5EasyHard ### Pace & Pressure 4/5RelaxedFast-paced ### Autonomy Level 5/5GuidedFull ownership ### Communication Load 5/5IndependentCollaborative AI insightThis is a senior, quota-carrying field sales role with complex institutional stakeholders, long buying cycles, and responsibility for both pipeline creation and closing. Success depends on independently navigating K-12 procurement dynamics, articulating technical value, forecasting accurately, and meeting revenue targets. ## Salary analysis Estimated compensation compared with the broader US market for similar roles. Estimated job medianMarket rate$160,000US market range$120k–$210k0$231k AI insightNo numeric salary range is disclosed; "competitive compensation" is not an extractable pay offer. The figures are estimates for the US market for a senior K-12 edtech SaaS account executive and represent likely annual total cash compensation, which commonly includes base salary plus variable commission/OTE; actual compensation may vary by territory, attainment, and location. ## Core skills Skills and capabilities most closely associated with this opportunity. [K-12 education sales](https://jobicy.com/jobs?search_keywords=K-12%20education%20sales.md)[EdTech SaaS](https://jobicy.com/jobs?search_keywords=EdTech%20SaaS.md)[Account executive](https://jobicy.com/jobs?search_keywords=Account%20executive.md)[New business development](https://jobicy.com/jobs?search_keywords=New%20business%20development.md)[Full-cycle sales](https://jobicy.com/jobs?search_keywords=Full-cycle%20sales.md)[Consultative selling](https://jobicy.com/jobs?search_keywords=Consultative%20selling.md)[Salesforce CRM](https://jobicy.com/jobs?search_keywords=Salesforce%20CRM.md)[Pipeline management](https://jobicy.com/jobs?search_keywords=Pipeline%20management.md)[Contract negotiation](https://jobicy.com/jobs?search_keywords=Contract%20negotiation.md)[Sales forecasting](https://jobicy.com/jobs?search_keywords=Sales%20forecasting.md) Sample interview questionsHow have you built pipeline in a defined K-12 territory when there was limited inbound demand?I start by segmenting accounts by district size, technology environment, strategic initiatives, and likely renewal or compliance triggers. I then build multithreaded outreach plans for business, registrar, IT, and executive stakeholders, combining targeted messaging, referrals, events, and consistent CRM follow-up. I review conversion metrics weekly and shift effort toward the channels and segments producing qualified opportunities. How would you run a discovery conversation with a school district evaluating credential-management software? I would first establish the district's current process, stakeholders, systems, volume, compliance requirements, and service-level pain points. I would quantify operational burden and risk, then confirm the desired future state and decision criteria. Finally, I would align the demonstration and business case to the priorities identified, with clear next steps involving the appropriate technical and operational contacts. Describe your approach to managing a long, committee-based education sales cycle. I create a mutual action plan that maps decision makers, influencers, procurement steps, technical validation, budget timing, and target close date. I multithread early so that the opportunity does not rely on one champion, and I document risks and commitments in the CRM. Regular stakeholder alignment and value-based follow-ups keep momentum while allowing me to forecast the opportunity responsibly. How do you handle pricing and contract negotiations while protecting value? I begin by confirming the customer’s business outcomes, scope, implementation needs, and decision process before discussing concessions. I position pricing against the cost of the current process, risk reduction, and expected operational benefit, then seek trade-offs such as term length, scope, or timing rather than giving unilateral discounts. I coordinate with internal legal and leadership teams to ensure commitments are commercially sound and implementable. What sales metrics do you use to improve your performance and forecast accuracy? I monitor pipeline coverage, opportunity stage conversion, sales-cycle length, win rate, average deal size, activity-to-meeting conversion, and next-step quality. For forecasting, I assess verified customer commitments, stakeholder alignment, procurement status, competition, and timing rather than relying only on stage labels. I use those findings to improve qualification, prioritize accounts, and provide leadership with a realistic view of expected outcomes. 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 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 * Learning and development resources, including professional development tools and tuition reimbursement, to support your growth * The technology and tools you need to do your best work * 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. Show more [Apply now >](https://jobicy.com/jobs/152643-senior-account-executive-parchment-k12.md) > Annual salary information is not provided for this position. 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