[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 – BizGov 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–125k / yrDepartment[Sales](https://jobicy.com/categories/seller.md)EmploymentFull TimeExperienceDirectorPublished31 Oct 2026Apply before30 Nov 2026Listing views53Application 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 grow Canvas and related education-technology products in the BizGov market. The role owns strategic enterprise sales activities, including prospecting, account expansion, executive presentations, contract negotiations, and pipeline forecasting. Candidates need at least five years of enterprise software sales experience, strong Salesforce proficiency, and a history of exceeding quota. This is a US-based remote full-time position with travel expected up to 50%. Success depends on independently managing complex sales cycles while collaborating closely with marketing, product, and customer success teams. ## 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 role involving complex stakeholder management, strategic account growth, and contract negotiations. The substantial travel requirement and expectation to consistently exceed quota increase the role's intensity. ## Salary analysis Estimated compensation compared with the broader US market for similar roles. Estimated job median (per year)Market rate$107,500US market range (per year)$100k–$150k0$165k AI insightThe employer discloses a base salary range of $90,000–$125,000 USD per year, with a midpoint of $107,500. For a US senior enterprise software account executive, an estimated annual base-pay market range is $100,000–$150,000; variable commissions and equity may be additional but are not quantified in the posting. ## Core skills Skills and capabilities most closely associated with this opportunity. [Enterprise software sales](https://jobicy.com/jobs?search_keywords=Enterprise%20software%20sales.md)[Strategic account management](https://jobicy.com/jobs?search_keywords=Strategic%20account%20management.md)[Business development](https://jobicy.com/jobs?search_keywords=Business%20development.md)[Sales prospecting](https://jobicy.com/jobs?search_keywords=Sales%20prospecting.md)[Full-cycle sales](https://jobicy.com/jobs?search_keywords=Full-cycle%20sales.md)[Salesforce CRM](https://jobicy.com/jobs?search_keywords=Salesforce%20CRM.md)[Sales forecasting](https://jobicy.com/jobs?search_keywords=Sales%20forecasting.md)[Pipeline management](https://jobicy.com/jobs?search_keywords=Pipeline%20management.md)[Executive presentations](https://jobicy.com/jobs?search_keywords=Executive%20presentations.md)[Product demonstrations](https://jobicy.com/jobs?search_keywords=Product%20demonstrations.md)[Contract negotiation](https://jobicy.com/jobs?search_keywords=Contract%20negotiation.md)[Upselling](https://jobicy.com/jobs?search_keywords=Upselling.md)[Cross-selling](https://jobicy.com/jobs?search_keywords=Cross-selling.md)[Relationship management](https://jobicy.com/jobs?search_keywords=Relationship%20management.md)[Public sector sales](https://jobicy.com/jobs?search_keywords=Public%20sector%20sales.md) Sample interview questionsDescribe a complex enterprise software deal you closed from initial prospecting through signature.I would outline the account context, stakeholders, business problem, sales strategy, objections, and measurable result. A strong example would show disciplined discovery, executive alignment, a documented mutual action plan, and a successful close while protecting long-term customer value. How do you build a territory plan for a BizGov or public-sector market? I segment the territory by ideal customer profile, account potential, existing product footprint, buying cycles, and stakeholder structure. I then prioritize target accounts, define outreach and partner motions, establish pipeline coverage goals, and review performance regularly using CRM data. How do you identify and execute upsell or cross-sell opportunities in an existing account? I begin with adoption, outcomes, renewal timing, and stakeholder feedback to identify unmet needs. I collaborate with customer success and product teams, quantify the value of additional solutions, engage the right decision-makers, and position expansion as part of the customer's strategic goals. What is your approach to presenting to C-level executives? I keep executive conversations concise, outcome-focused, and grounded in the customer's priorities. I lead with the business problem, quantify expected impact, address risk and implementation considerations, and tailor the discussion to the executive's role rather than delivering a generic product demonstration. How do you maintain an accurate sales forecast? I use clear opportunity stages with evidence-based exit criteria, validate next steps and timelines with buyers, and regularly inspect deal risks such as budget, authority, and procurement. I update Salesforce consistently and distinguish committed opportunities from upside pipeline so leadership can rely on the forecast. 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: Senior Account Executive Instructure, Inc. is seeking a Senior Account Executive to drive revenue growth and expand relationships with key clients in the BizGov sector. In this role, you will focus on strategic sales initiatives and play a crucial part in growing Instructure’s presence within your assigned territory or market segment. What you will be doing: * Develop and execute comprehensive sales strategies to achieve and exceed sales quotas * Manage and grow a portfolio of key accounts, identifying opportunities for upselling and cross-selling Instructure’s suite of products (such as Canvas, MasteryConnect, and Elevate) * Prospect and qualify new business opportunities * Conduct presentations and product demonstrations to C-level executives and key stakeholders * Negotiate and close complex contracts, ensuring alignment with company and customer needs * Build and maintain strong, long-lasting customer relationships * Collaborate with marketing, product, and customer success teams to ensure a seamless customer experience * Provide accurate sales forecasting and manage your pipeline using CRM tools * Maintain up-to-date knowledge of industry trends, the competitive landscape, and Instructure products * Represent Instructure at industry events and conferences What you will need to know/have: * 5+ years of successful experience in enterprise software sales * Proven track record of consistently exceeding sales quotas * Experience managing full sales cycles—from prospecting to closing * Excellent communication, presentation, and negotiation skills * Proficiency with CRM software (such as Salesforce) and sales productivity tools * Ability to work independently and collaboratively * Strong analytical and problem-solving skills * Willingness to travel up to 50% * Bachelor’s degree in Business, Marketing, or a related field 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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