[All remote jobs](https://jobicy.com/jobs.md)[![Instructure logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2022/04/430057884baf037dd2aa1e1e017e72b6.jpg)](https://jobicy.com/company/instructure.md)[Instructure](https://jobicy.com/company/instructure.md) # Senior Account Executive – Canvas – 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)ShareRemote from[USA](https://jobicy.com/job-region/usa.md)SalaryUSD 90k–112k / yrDepartment[Sales](https://jobicy.com/categories/seller.md)EmploymentFull TimeExperienceDirectorPublished5 Oct 2026Apply before4 Nov 2026Listing views47Application actions1Application toolkit ## Make your next move. Prepare your resume, explore your fit, and draft a cover letter for this opportunity. AI Summary ## The role, at a glance. This Senior Account Executive role drives new and expansion revenue for Instructure’s K-12 learning technology portfolio, including Canvas, MasteryConnect, and LearnPlatform. The position focuses on territory planning, new-logo prospecting, consultative discovery, tailored presentations, proposal development, and closing complex district sales. The successful candidate will manage executive-level relationships, maintain accurate Salesforce data and forecasts, and consistently achieve sales quotas. It requires at least five years of SaaS or EdTech sales experience, enterprise-selling capability, and up to 50% travel. The role is well suited to a strategic seller who understands K-12 buying cycles and can translate learning needs into technology solutions. ## 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 insightSelling enterprise learning platforms to school districts involves multiple stakeholders, long purchasing cycles, formal procurement processes, and competitive quota expectations. Success requires independent territory execution, strong discovery skills, and credibility with both educational and executive decision-makers. ## Salary analysis Estimated compensation compared with the broader US market for similar roles. Estimated job medianMarket rate$101,000US market range$100k–$145k0$160k AI insightThe disclosed yearly USD salary range is $90,000 to $112,000, with a midpoint of $101,000. For a US-based Senior Account Executive selling enterprise SaaS/EdTech solutions, an estimated base-salary market range is approximately $100,000 to $145,000 annually; total earnings may be higher where commission or variable compensation applies, but no variable-pay amount is disclosed. ## Core skills Skills and capabilities most closely associated with this opportunity. [Enterprise SaaS Sales](https://jobicy.com/jobs?search_keywords=Enterprise%20SaaS%20Sales.md)[EdTech Sales](https://jobicy.com/jobs?search_keywords=EdTech%20Sales.md)[K-12 Education](https://jobicy.com/jobs?search_keywords=K-12%20Education.md)[New Business Development](https://jobicy.com/jobs?search_keywords=New%20Business%20Development.md)[Account Expansion](https://jobicy.com/jobs?search_keywords=Account%20Expansion.md)[Consultative Selling](https://jobicy.com/jobs?search_keywords=Consultative%20Selling.md)[Territory Planning](https://jobicy.com/jobs?search_keywords=Territory%20Planning.md)[Salesforce CRM](https://jobicy.com/jobs?search_keywords=Salesforce%20CRM.md)[Sales Forecasting](https://jobicy.com/jobs?search_keywords=Sales%20Forecasting.md)[Executive Stakeholder Management](https://jobicy.com/jobs?search_keywords=Executive%20Stakeholder%20Management.md) Sample interview questionsHow would you build a territory plan for selling Canvas and related solutions to K-12 districts?I would segment districts by enrollment, technology maturity, current LMS environment, funding timelines, and strategic initiatives. I would prioritize high-fit accounts, map buying committees, develop account-specific value hypotheses, and create a balanced pipeline of new-logo, upsell, and cross-sell opportunities with clear next steps and forecast stages. Describe how you handle a complex sale involving instructional, technology, procurement, and executive stakeholders. I begin with discovery across each stakeholder group to identify shared outcomes and role-specific concerns. I build a mutual action plan that aligns evaluation criteria, technical validation, budget approval, procurement milestones, and executive sponsorship, while communicating a consistent business case tied to district goals. How do you position an LMS to a district that is hesitant to change its existing platform? I would first understand the source of hesitation, such as implementation risk, teacher adoption, integrations, cost, or instructional impact. I would then tailor the value case using relevant customer outcomes, phased implementation options, stakeholder references, and a practical transition plan that reduces perceived risk. What methods do you use to maintain accurate sales forecasts? I use defined qualification criteria, validate close dates against buyer actions and procurement milestones, and regularly inspect deal risks with stakeholders. I keep CRM records current, distinguish committed opportunities from pipeline, and communicate forecast changes early with clear evidence. Tell us about a time you turned a needs analysis into a tailored proposal that won business. In a strong example, I would explain how I uncovered operational and strategic gaps through structured discovery, quantified the impact of those gaps, and coordinated internal experts to develop a proposal aligned with the customer’s decision criteria. The outcome should demonstrate measurable value, stakeholder alignment, and a clear path from evaluation through contract execution. Opportunity details ## About this role. 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: Instructure is seeking an experienced Senior Account Executive to join our growing K-12 sales team. You’ll play a key role in expanding the reach of our learning solutions—including Canvas, MasteryConnect, and LearnPlatform—across your assigned territory, helping districts modernize and simplify their approach to education. What you’ll do * Drive new business growth by selling the Instructure suite (Canvas, MasteryConnect, LearnPlatform, and related services) in your territory * Hunt for new logo business while upselling and cross-selling to existing accounts * Share insights to help prospective clients accurately evaluate solutions and choose what best fits their needs * Prepare and tailor messaging and presentations for prospective clients * Guide prospects through the purchasing process to successful, timely closure * Accurately forecast your quarterly and annual sales performance * Develop targeted sales strategies to build and nurture a robust client pipeline * Build and maintain relationships with key stakeholders throughout school districts * Consistently achieve or exceed sales quotas within established timelines * Partner closely with Regional Directors and clients in the field to gain referrals and expand market presence * Log detailed, accurate account information in Salesforce CRM in a timely manner What we’re looking for * 5+ years of proven sales experience, ideally within EdTech or SaaS solution sales * Experience with enterprise-level software sales and services * Understanding of educational pedagogy and the dynamics of selling a learning management system (LMS) preferred * Demonstrated ability to sell at all levels, including C-suite and executive leadership * Outstanding strategic and consultative sales skills * Ability to conduct thorough needs analyses and develop tailored proposals * Willingness to travel up to 50% If you are driven by helping educators transform how learning happens, and you thrive in a dynamic, high-growth environment, we want to meet you. Join us in shaping the future of education at Instructure. 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. 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