Manager, Sales Development

At Instructure, we believe in the power of people to grow and succeed throughout their lives. Our goal is to amplify that power by creating intuitive products that simplify learning and personal development, facilitate meaningful relationships, and inspire people to go further in their education and careers. We do this by giving smart, creative, passionate people opportunities to create something awesome.

And that's where you come in:

We are looking for an experienced Sales Development Manager to lead our team of Sales Development Representatives, with a special focus on the Higher Education (HIED) market. You’ll oversee both inbound and outbound SDRs, driving strategic engagement with prospective client accounts through thoughtful territory-based outreach and lead qualification. This role is fully remote.

What we're looking for:

• Manage all day-to-day operations of the SDR team, including both inbound and outbound functions.
• Own pipeline development strategies and execution across the Higher Education (HIED) market.
• Coach and mentor SDRs to drive individual and team performance.
• Support SDR career growth, including internal mobility and promotions.
• Hire and onboard high-performing SDRs as needed.
• Drive the generation of high-quality pipeline for the Sales team that contributes to revenue goals.
• Be data-driven: Set targets, forecast pipeline generation, analyze performance, and leverage tools like Salesforce and Tableau.
• Build cross-functional relationships with Sales, Marketing, RevOps, and other stakeholders.
• Oversee multiple projects and initiatives to scale SDR impact.
• Continuously evolve and implement creative inbound and outbound strategies to maximize market engagement.

Qualifications:

• 2+ years of experience in software/SaaS sales with a strong performance track record.
• Demonstrated success managing or supporting both inbound and outbound SDR functions.
• Experience or familiarity with Higher Education (HIED) sales or go-to-market strategies is strongly preferred.
• Passion for coaching and mentoring emerging talent.
• Ability to collaborate effectively across departments and with senior stakeholders.
• Executive presence; confident in leading meetings with senior leadership.
• Coachable, receptive to feedback, and committed to continuous learning.
• Exceptional written and verbal communication skills.
• Strategic thinker with the ability to plan, prioritize, and drive innovative lead generation strategies.

Get in on all the awesome at Instructure:

• Competitive salary and 401k.
• Medical, dental, disability, and life insurance.
• HSA program, vision, voluntary life, and AD&D.
• Tuition reimbursement.
• Paid time off, 11 paid holidays, and flexible work schedules.
• LifeStyle Spending Account

We’ve always believed in hiring the most awesome people and treating them right. We know that the more diverse we are, the more diverse our ideas will be and when we openly welcome those ideas, our environment is better and our business is stronger.

All Instructure employees are required to successfully pass a background check upon being hired.