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Instructure Logo Instructure · Sales

Account Executive - Growth ANZ (K-12)

Australia · Job Posted December 09, 2025
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Job Description

As the Account Executive - Growth (ANZ K-12) you will play a critical role in expanding the use and adoption of our flagship platform, Canvas, and its affiliated solutions within our existing direct K-12 customer base across Australia and New Zealand. Your primary focus will be on driving expanding revenue through cross-sell and up-sell opportunities within the State, Catholic Diocesan, Denominational Affiliates and Independent School sectors.

Job Responsibility

  • Proactively identify, qualify, and close cross-sell and up-sell sales opportunities within the assigned ANZ K-12 territory and existing customer base through strategic engagement
  • Manage the sales cycle, from discovery, qualification and engagement through to solution presentation, proposal development, effective negotiation, and final contract execution
  • Collaborate with sales leadership, customer success and renewals to develop and execute strategic account plans to achieve and exceed assigned sales targets and revenue goals
  • Develop and maintain strong, long-term, and influential relationships with key decision-makers and stakeholders within client organisations
  • Become an expert on Instructure's product suite (e.g. Canvas LMS and affiliated modules) and effectively articulate its value proposition tailored to address the specific needs and challenges of the K-12 education market
  • Work closely with marketing, product, renewals, and customer success teams to ensure a seamless and high-quality customer experience and to provide valuable market feedback for product enhancements
  • Maintain stringent pipeline hygiene, ensure accurate sales forecasts, and provide regular, clear reports on all sales activities and progress
  • Willingness to travel periodically within the ANZ region for client meetings, industry conferences, and internal team events

Requirements

  • Minimum of 2+ years of successful B2B sales experience
  • At least 2 years in a quota-carrying or target-based role selling/servicing SaaS solutions to mid-market or enterprise clients
  • Demonstrated, practical understanding of the business landscape, cultural nuances, and market dynamics within the ANZ K-12 education sector
  • Proven ability to manage complex sales cycles, negotiate effectively, and manage deal flow consistently
  • Strong understanding of cloud-based software solutions (SaaS) and the ability to articulate technical concepts clearly to non-technical audiences
  • Excellent verbal and written communication, presentation, and interpersonal skills
  • Fluency in English (written and spoken) is required
  • Highly driven, proactive, and able to work independently and effectively in a fast-paced, dynamic environment
  • A Bachelor's degree in Business, Marketing, or a related field is preferred
  • equivalent practical experience and success will be fully considered

Nice to have

  • Experience selling or achieving targets within the education or corporate learning technology sector
  • A demonstrated ability to close high-value deals is strongly preferred
  • previous utilisation and ability to maintain strong hygiene data in Salesforce (or equivalent) is preferred
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