[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 – HiEd 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 views25Application 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. Instructure is hiring a Senior Account Executive to drive new Canvas LMS business with higher-education institutions across the West/Central United States. The role owns consultative enterprise sales activities, including prospecting, solution positioning, stakeholder engagement, proposals, forecasting, and closing. Candidates need at least five years of sales experience, ideally in SaaS or EdTech, with demonstrated success against targets and executive-level buyers. The position requires strong Salesforce discipline, knowledge of complex purchasing processes, and up to 25% travel. ## 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 enterprise sales position involving complex, multi-stakeholder higher-education buying cycles. Success requires independent territory execution, strategic account navigation, credible consultative discovery, and reliable forecasting. ## Salary analysis Estimated compensation compared with the broader US market for similar roles. Estimated job medianMarket rate$101,000US market range$90k–$145k0$160k AI insightThe disclosed base salary range is $90,000–$112,000 USD yearly, with a midpoint of $101,000. For a US-based senior enterprise SaaS/EdTech account executive, a typical estimated base-salary market range is approximately $90,000–$145,000 yearly; total earnings may be higher where commission or variable compensation applies, though no commission 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](https://jobicy.com/jobs?search_keywords=EdTech.md)[Higher Education](https://jobicy.com/jobs?search_keywords=Higher%20Education.md)[Account Management](https://jobicy.com/jobs?search_keywords=Account%20Management.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)[Sales Forecasting](https://jobicy.com/jobs?search_keywords=Sales%20Forecasting.md)[C-Suite Engagement](https://jobicy.com/jobs?search_keywords=C-Suite%20Engagement.md)[Solution Selling](https://jobicy.com/jobs?search_keywords=Solution%20Selling.md) Sample interview questionsHow would you build a territory plan for higher-education institutions in the West/Central US?I would segment institutions by enrollment, LMS environment, renewal timing, strategic initiatives, buying structure, and likelihood to benefit from Canvas. I would then prioritize high-propensity accounts, map key stakeholders, create account-specific outreach plans, and maintain a balanced pipeline across near-term opportunities and longer-term strategic pursuits. Describe how you manage a complex sale involving academic, IT, procurement, and executive stakeholders. I begin with discovery to understand each group's priorities, risks, and success measures. I build a stakeholder map, establish a shared mutual action plan, tailor value messaging by audience, and maintain clear communication on evaluation milestones, technical validation, commercial steps, and decision criteria. How do you conduct a consultative needs analysis for an LMS prospect? I ask structured questions about teaching and learning goals, current platform limitations, faculty adoption, integrations, accessibility, data requirements, implementation capacity, and procurement timelines. I validate the business impact of the identified problems and connect the solution to measurable institutional outcomes rather than leading with product features. What steps do you take when a forecasted deal begins to slip? I identify the specific cause of the slip, such as an unresolved stakeholder concern, budget approval, competing priority, or procurement dependency. I update the forecast promptly, re-establish a mutual action plan with the customer, engage internal resources where useful, and develop next-best opportunities to protect overall pipeline coverage. How do you maintain data quality and accountability in Salesforce? I update opportunities immediately after meaningful customer interactions and document stakeholder roles, next steps, close-plan dates, risks, and qualification details. I use consistent pipeline reviews and dashboards to ensure my forecast reflects evidence, not optimism, and to identify stalled opportunities early. 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 higher education sales team. You’ll play a pivotal role in expanding the reach of Canvas and transforming how colleges and universities approach digital learning across the West/Central US region. What You’ll Be Doing * Drive new business growth by selling Canvas to new clients in the West/Central US region. * Reside in the West/Central US or within convenient travel distance to the region. * Share insights to help prospective clients accurately evaluate different 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. * Navigate through higher education institutions and build relationships with key decision makers and buyers. * Consistently achieve or exceed sales quotas within established timelines. * Partner closely with Senior Account Executives 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 SaaS or EdTech. * Demonstrated ability to achieve and exceed sales targets in a competitive environment. * Experience selling complex enterprise-level software, SaaS solutions, and services. * Experience selling at all levels, including C-suite and executive leadership. * Outstanding strategic and consultative sales skills with the ability to conduct thorough needs analyses and develop tailored proposals. * Understanding of educational pedagogy and the process of selling an LMS is a plus. * Existing relationships within higher ed institutions in the West/Central US are a bonus. * Willingness and ability to travel up to 25%. * Bachelor’s degree in Business, Sales/Marketing, or a related field preferred. If you thrive in a dynamic environment and are passionate about helping education institutions succeed, we want to meet you. Join us at Instructure and help shape the future of learning. 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/154568-senior-account-executive-canvas-hied.md) * ![Upload CV](data:image/svg+xml;base64,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) ### Upload your resume now To unlock remote work opportunities and be discovered by global employers. 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