The Regional Director - Southeast at Instructure is primarily responsible for selling the Canvas product to new clients in the region, developing sales strategies tailored to higher education institutions, guiding clients through the purchasing process, and maintaining robust relationships with key stakeholders. The role includes accurately forecasting performance, navigating the sales processes, and meeting sales targets.

Candidates for the Regional Director - Southeast position at Instructure should possess a Bachelor's Degree in Business, Sales/Marketing, or a related field with a minimum of 7 years of proven sales experience. A successful track record in exceeding sales targets, particularly in SaaS or EdTech, and experience with enterprise software sales are essential.

A successful Regional Director - Southeast at Instructure should have strong strategic and consultative sales skills, experience with executive-level selling, and an understanding of educational pedagogy. Training in the Challenger Sales Methodology and the ability to conduct detailed needs analysis and proposal development are also important.

The Regional Director - Southeast at Instructure can expect to travel up to 30-40% of the time within the Southeast region. This travel is essential for building relationships and generating sales opportunities within key educational institutions.

The compensation for the Regional Director - Southeast at Instructure ranges from $125,000 to $135,000 annually, with additional commission opportunities that can bring your on-target earnings to between $290,000 and $300,000. This competitive package reflects Instructure's commitment to attracting top talent.

When discussing your SaaS sales experience, focus on specific achievements where you successfully met or exceeded sales targets. Highlight how your understanding of SaaS products, particularly in EdTech, has helped you tailor solutions to client needs and secure new business.

To answer this, discuss your approach to networking, understanding client needs, and providing exceptional service. Share examples of how you have effectively engaged with decision-makers and built lasting partnerships to drive sales.

Preparation involves researching the institution's needs, understanding their pain points, and tailoring your presentation to address them. Discuss how you segment your audience, customize messaging, and incorporate data or case studies that demonstrate the value of Canvas.

When handling objections, it’s important to listen carefully and empathize with the client's concerns. Provide factual responses that address their objections and illustrate how Canvas can resolve their challenges. Sharing success stories can also be effective.

Many companies rely on CRM systems to manage relationships and data. Describe your experience using Salesforce, how you log interactions, track progress in the sales pipeline, and use analytics to make informed decisions. Emphasize your ability to maintain accurate data.

Discuss key performance indicators like sales growth, percentage of quota attained, client acquisition rates, and customer retention. Mention how you analyze these metrics to adjust your strategies and continually improve your sales effectiveness.

Prioritizing sales opportunities requires evaluating the potential value, timeline, and strategic fit of each opportunity. Share your process for assessing leads, including how you balance urgent requests with long-term relationships.

Collaboration is critical in sales. Speak about how you work with marketing, product, and support teams to gather insights, align messaging, and ensure a cohesive approach to client engagement. This ensures that all aspects of the customer experience are considered.

Reflect on the satisfaction that comes from helping educational institutions enhance their learning experiences. Emphasize how the impact of your work contributes to student success and drives innovation in teaching and learning.

Adapting sales techniques involves understanding the unique challenges and goals of each institution. Discuss how you customize your approach based on the institution’s size, culture, and specific needs, ensuring that your solutions resonate effectively.