Regional Director, Growth Sales - Higher Education

As a Regional Director, Growth Sales - Higher Education at Instructure, your key responsibilities will involve collaborating with named, top-tier Canvas customers across the Midwest. You'll facilitate upsell and cross-sell opportunities, guide clients through the purchasing process, and provide robust education about Canvas products. Additionally, you'll partner with team members to enhance customer satisfaction while maintaining a keen eye on achieving and exceeding sales quotas.

To be considered for the Regional Director, Growth Sales - Higher Education role at Instructure, candidates should hold a Bachelor's Degree in Business, Sales, Marketing, or a related field, alongside a minimum of 7 years of proven sales experience. Familiarity with SaaS or EdTech sales, particularly at the enterprise level, is essential. Excellent strategic and consultative sales skills, as well as the ability to engage with stakeholders at all levels, including C-suite, will set you apart.

Instructure highly values work-life balance and offers flexible work schedules for the Regional Director, Growth Sales - Higher Education role. Employees also benefit from generous paid time off, 11 paid holidays, and support programs like tuition reimbursement and health savings accounts, ensuring you can maintain a healthy balance between your professional and personal life.

The Regional Director, Growth Sales - Higher Education at Instructure boasts a competitive salary range between $110,000 and $130,000 a year, plus a commission component that elevates the total earning potential to an impressive range of $220,000 to $260,000. This compensation structure reflects the company's commitment to rewarding top sales performers and ensuring that their hard work is acknowledged.

While not mandatory, having experience or knowledge in educational pedagogy can be a significant advantage for the Regional Director, Growth Sales - Higher Education position at Instructure. Understanding the educational process and the importance of an LMS can enhance your ability to effectively communicate with clients and convey the value of Canvas products in the context of their institutional goals.

To achieve my sales targets, I would first conduct a thorough analysis of the current customer base and market trends. This would allow me to develop tailored sales strategies focusing on upselling existing customers and identifying new leads. Building strong relationships with key stakeholders and ensuring customer satisfaction would be pivotal in maintaining a healthy sales pipeline.

During a needs analysis, I prioritize listening and asking insightful questions to understand a client’s unique challenges and objectives. This involves engaging in a consultative dialogue to not only identify immediate needs but also uncover long-term goals, allowing us to position our Canvas solutions effectively.

I have over 7 years of experience selling SaaS products, notably within the EdTech space. This includes directly engaging with educational institutions, where I successfully guided stakeholders through complex sales cycles while emphasizing the value and scalability of our solutions, ensuring alignment with their institutional goals.

Handling objections effectively involves active listening and empathizing with the client’s concerns. I would address objections by providing data-backed solutions and demonstrating the value of Canvas products through case studies or success stories, thereby reinforcing trust and credibility.

I utilize historical sales data, market trends, and customer feedback to forecast my sales performance. This involves analyzing past quotas versus actual outcomes and adjusting my strategy accordingly to ensure realistic yet ambitious performance targets.

Maintaining relationships with existing clients is pivotal. I ensure ongoing communication by regular check-ins, offering support, and providing them with updates on new product features. This fosters loyalty and opens doors for upselling opportunities.

Collaboration with Customer Success teams has been an integral part of my approach. I believe in a unified strategy where we jointly work towards client satisfaction. By sharing insights on customer interactions and feedback, we can better address client needs and enhance their overall experience.

I am driven by the challenge of achieving ambitious sales targets and the satisfaction of helping clients succeed. Seeing clients benefit from our products and knowing I've played a part in their growth fuels my passion for sales.

I stay updated with industry trends by actively engaging in professional networks, attending relevant conferences, and subscribing to authoritative publications. Continuous learning helps refine my strategies and ensures that I can adapt to changing market dynamics.

When selling to C-suite executives, I focus on the strategic value our solutions offer. I prepare by understanding the executive’s business objectives, then position our Canvas products in a way that aligns with their strategic goals, emphasizing ROI and long-term impact.