• Develop and execute strategic sales plans to achieve and exceed assigned sales quotas. • Identify and prospect new business opportunities within the assigned territory or market segment. • Build and maintain strong relationships with key stakeholders, including decision-makers, influencers, and technical contacts. • Conduct thorough needs assessments to understand client challenges and present tailored solutions that demonstrate the value of Instructure's products (e.g., Canvas LMS, CoureSharing,MasteryConnect). • Deliver compelling presentations and product demonstrations, both virtually and in-person, to diverse audiences. • Manage a robust sales pipeline, accurately forecasting sales opportunities and maintaining up-to-date records in the CRM system. • Negotiate contracts, pricing, and terms to ensure mutually beneficial agreements. • Collaborate cross-functionally with internal teams, including sales engineering, product, marketing, and customer success, to ensure a seamless client experience. • Stay informed about industry trends, competitive landscape, and Instructure product updates to effectively position our solutions. • Act as a trusted advisor to clients, providing ongoing support and identifying opportunities for expansion.