Vice President, Sales

Overview 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 something awesome. And that's where you come in: Responsibilities Strategic Leadership: Develop and execute a comprehensive regional strategy aligned with Instructure's global objectives. Identify market opportunities, assess competitive landscapes, and prioritize key initiatives to drive revenue growth. Sales Leadership: Drive revenue growth by consistently achieving and exceeding sales targets of $5M+ annually. Lead high‑stakes negotiations and close strategic deals with educational institutions, government entities, and corporate clients. Deliver forecasts reported on a recurring cadence with global leadership. Channel Partner Management: Develop and execute a channel strategy to build, manage, and grow a robust network of partners across the region. Establish strong relationships with channel partners, providing support, training, and resources to enable their success. Monitor partner performance, implement improvement plans where needed, and align partners with Instructure's growth objectives. Business Development and Demand Generation: Build and maintain strong relationships with key stakeholders, including educational institutions, government bodies, and corporate partners. Establish partnerships and alliances to enhance Instructure’s market presence and accelerate growth in the region. Working with internal and external marketing and SDR stakeholders, consistently generate 3X pipeline coverage for your team’s quarterly sales targets. Team Leadership: Recruit, develop, and lead a high‑performing team, fostering a culture of collaboration and innovation. Provide mentorship and support to regional staff to achieve professional and organizational growth. Market Representation: Serve as the spokesperson for Instructure in Latin America, representing the company at industry events, conferences, and media engagements. Advocate for Instructure’s mission to transform education through technology. Customer Success: Ensure a customer‑centric approach to all initiatives, focusing on delivering exceptional experiences to users of Instructure products. Address customer feedback and implement solutions to drive satisfaction and loyalty. Qualifications and Experience Bachelor’s degree in business, education, or a related field (MBA or advanced degree preferred). 10+ years of experience in senior leadership roles, with a strong emphasis on sales, business development, and channel partner management. Demonstrated success in exceeding sales targets of $5M+ annually, preferably in education technology, SaaS, or a related industry. Proven experience in building, managing, and developing channel partner networks. Strong understanding of the education sector in Latin America, including regulatory environments and market dynamics. Fluency in Spanish and/or Portuguese (English fluency is essential). Key Skills Expertise in developing and executing channel partner strategies. Proven ability to close high‑value deals and consistently overachieve sales targets. Strategic thinking and decision‑making. Exceptional leadership and team‑building capabilities. Strong communication and negotiation skills. Ability to navigate complex business environments and manage cross‑cultural teams. Customer‑focused mindset with a commitment to delivering impactful solutions. We’ve always believed in hiring the most awesome people and treating them right. We know that the more diverse we are, the more diverse our ideas will be and when we openly welcome those ideas, our environment is better and our business is stronger. At Instructure we participate in E-Verify and yes, in case you didn't catch it from the above, we are an Equal Opportunity Employer. All Instructure employees are required to successfully pass a background check upon being hired. #J-18808-Ljbffr