Jobs at Instructure

Own Cash EBITDA and Free Cash Flow models, coordinate annual planning and forecasting, analyze financial performance and variances, reconcile reporting with Accounting, and prepare insights for leadership. The role partners across Finance and business teams to connect profitability, working capital, and cash generation while improving and automating FP&A processes.

The Manager of Customer Marketing will drive adoption, retention, and expansion for K-12 customers, designing programs, executing campaigns, and aligning with cross-functional teams.

Own product direction for fulfillment and generation of transcripts, diplomas, and equivalencies. Drive outcome-focused roadmaps, collaborate cross-functionally, leverage AI for discovery and prototyping, use analytics to inform decisions, run customer research and testing, and deliver measurable improvements to reliability, scale, and user experience.

Lead global Sales Development operations: design capacity and quota models, manage incentive compensation, govern CRM data and lead routing, optimize sales tech stack, and partner cross-functionally to improve pipeline generation and reporting.

Manage a book of ~30–35 K12 accounts ($3M ARR) to drive retention and expansion. Lead multi-stakeholder engagements, executive QBRs/EBRs, renewal strategy, cross-functional alignment, adoption and ROI planning, mentor CSMs, and track health in Gainsight, Salesforce, and Gong.

Partner with K–12 and higher-ed institutions to plan and execute adoption of Instructure products. Deliver strategic consultation, training, coaching, change management, and resources to increase platform use, improve instructional practice, and sustain outcomes. Travel to client sites as needed.

Lead global talent acquisition systems, analytics, and operations. Manage ATS administration, integrations, AI-enabled recruiting, automation, compliance, dashboards, enablement, and cross-functional programs to improve hiring outcomes and candidate experience.

Senior leader responsible for shaping and scaling Instructure's partner ecosystem and channel programs to drive revenue. Builds and manages reseller, integration, ISV, and strategic technology partnerships, aligns cross-functional GTM plans, forecasts bookings, and manages budgets. Measures partner performance, expands government and consortia relationships, and discovers alternative revenue models.

Lead go-to-market operations for New Markets pods: design sales motions, build Salesforce and Excel reporting, run launch readiness, shape pricing/packaging, and define graduation handoffs to core sales.

Lead North America Higher Education sales to drive bookings, new customer acquisition, account expansion, and strategic partnerships. Build and coach a high-performing sales leadership team, own forecasting and pipeline discipline, cultivate executive customer relationships, partner cross-functionally on renewals and product-market fit, and execute go-to-market strategies to scale revenue and improve customer outcomes.

Owner of positioning, go-to-market, demand generation, content, and lifecycle for AI-built early-stage products. Drive pipeline from early access to renewal, craft messaging, launch products, measure funnel performance, and enable founders to sell.

Drive new business and expand market share for Parchment K-12 by prospecting K-12 districts, managing full sales cycle, delivering demos, negotiating contracts, collaborating cross-functionally, forecasting in CRM, and representing the product at events.

Lead a two-person pod to find, validate, build, and sell AI-enabled products. Own product specs, prototype quickly, secure pilot customers, prove revenue, and manage P&L and stage-gates until scale or fold.

Execute and optimize paid digital campaigns across LinkedIn, Google, Demandbase, CTV, and review platforms. Manage ad builds, budgets, A/B tests, ABM targeting, reporting, attribution, and stakeholder communications to drive pipeline efficiency.

Lead strategic operational initiatives, optimize processes, and drive cross-functional alignment. Manage complex projects end-to-end, develop KPIs, recommend automation and tools, present findings to executives, mentor team members, and manage vendor relationships to improve efficiency and scalability across the organization.

Lead enterprise strategy, planning, and execution governance (OKRs, QBRs). Manage cross-functional strategic initiatives and the enterprise portfolio, build strategy scorecards and dashboards, establish systems and decision-rights, and mentor/scale the BizOps team to drive data-informed, strategy-driven execution.

Lead GTM finance for planning, forecasting, P&L ownership, headcount/resource planning, commission analysis, and financial reporting. Mentor a senior analyst, build repeatable processes, support strategic initiatives with financial modeling, and identify AI-driven automation opportunities across GTM Finance.

The Product Specialist acts as a liaison between Product and go-to-market teams, focusing on product knowledge, competitive intelligence, and customer insights to drive product adoption and strategy.