Senior Account Executive - Acquisition (Vocational)

• Proactively identify and qualify high-potential prospective clients across the Vocational and Corporate Learning sectors throughout the ANZ region
• Own the entire sales cycle, from lead generation and qualification through proposal development, effective negotiation, and closing complex, high-value deals (new logo acquisition)
• Accurately forecast sales opportunities, maintain pipeline hygiene, and provide regular, comprehensive updates on sales activities and pipeline status to management
• Develop and rigorously execute strategic territory and account plans designed to penetrate the enterprise and corporate market segment, and significantly expand Instructure's footprint in ANZ across vocational enterprise and corporate learning accounts
• Maintain expert knowledge of industry trends, the competitive landscape, and regulatory changes within the ANZ vocational education and corporate learning technology markets
• Cultivate and maintain strong, strategic relationships with key decision-makers and high-level stakeholders within target organisations
• Become a subject matter expert on Instructure's product portfolio (e.g., Canvas LMS and affiliated modules), effectively articulating compelling, tailored value propositions to diverse audiences and stakeholder groups
• Work closely with Sales Engineering, Marketing, and Customer Success teams to ensure alignment, provide a seamless customer experience, and guarantee successful product adoption
• Ability to travel extensively and frequently within the APAC region as required to meet with prospective clients, attend industry events, and participate in internal team meetings

• Minimum of 5+ years of successful quota-carrying sales experience in a B2B SaaS environment
• Strong emphasis on new logo acquisition
• Proven track record of successfully selling into the vocational education and corporate learning market
• Demonstrated ability to manage enterprise sales, effective sales process management, regular sales cadence, negotiate effectively, and consistently exceed sales targets
• Exceptional written and verbal communication, presentation, and interpersonal skills
• Strong ability to quickly understand and clearly articulate technical concepts and product functionality to non-technical audiences
• Bachelor's degree in Business, Marketing, or a related field
• Highly motivated, results-oriented, and able to work independently and thrive in a fast-paced, high-growth environment

Experience selling into the education technology sector (Vocational Education) or the corporate learning market