Parchment (an Instructure Company) is the most widely adopted digital credential service, allowing learners, academic institutions, and employers to request, verify, and share credentials in simple and secure ways. The platform has helped millions of people and thousands of schools and universities exchange more than 100 million transcripts and other credentials globally. Parchment is a division of
Instructure based in Salt Lake City, Utah and is one of the fastest growing educational
technology companies in the world.
The Regional Sales Manager, Pathways is responsible for creating new sales pipeline,
managing new sales pipeline, and closing new sales pipeline, in the territory for which they are
responsible for the Parchment Pathways Account Based suite of products to US-based
postsecondary institutions with more than 2,000 serviceable learners. The individual is
responsible for driving net-new client adoption as well as cross-selling new products into our
existing network. The audiences for Parchment Pathways Account Based suite of products
include - University Registrar Offices, VPs of Enrollment, Student Success Leaders, Director of
Admissions, Director of Admission Operations and Provosts. We are looking for a dynamic,
entrepreneurial mindset to represent Parchment from a home office that is within the territories
for which we are hiring.
The Regional Sales Manager, Pathways will ideally meet or exceed sales objectives in the
assigned territory by promoting and selling the Parchment product solutions through
professional sales techniques and long-term customer relationships. This position will require an
individual who has a proven record in new client acquisitions.
Preferred Location: ND, SD, NE, IA, MN, IL
Primary Responsibilities: Schedule five (5) “1st new meetings” per week.Deliver five (5) “1st new meetings” per week.Schedule and hold a weekly meeting with a corresponding Sales DevelopmentRepresentative (SDR) to plan and execute territory strategy for pipeline creation.Generating $30,000-$40,000 in new sales opportunities each week, depending on territory assignment.Maintain all Current Quarter Opportunities with accurate contacts, close dates, and Firm Future Commitments (FFCs).Make incremental progress to successfully attaining annual quota by year end.Manage a fully ramped annual sales quota of $700,000 - $800,000 and a sales pipeline of $2M-4M.Creating, Implementing, and Maintaining a quarterly territory planExecuting a prospecting methodology as part of their regular routineManaging an enterprise solution sale with a 6 to 12 month purchasing cycle and multiple buyers. Quarterbacking the sale through the entire sales process ending after the transition to a Customer Success Manager.Continually learning about new products and improving selling skills. The Regional SalesManager, Pathways is required to attend training events throughout the year and expected to participate in self-paced tutorial learning when appropriate.Providing regular reporting of pipeline and forecasts using SalesForce.Keeping abreast of competition, competitive issues and products.Attending and participating in sales meetings, product seminars, and trade shows.Preparing written presentations, reports, and price quotations.Conducting and managing contract negotiations.Ability to upsell and sell additional products/services into existing clients.Market:US Higher Education Institutions in the Southeast or Midwest with greater than 2,000 serviceable learners (2 open positions currently)Post-Secondary Admissions and Registrar FocusProfessional Qualifications and Experience:Strong attention to detailExcel at building and leveraging strong relationshipsExcellent written and verbal communication skillsBright, energetic professional with outstanding communication and interpersonal skillsDemonstrated ability to manage multiple tasks with shifting priorities and tight deadlinesAbility to work in an entrepreneurial environmentSelf-driven and independentGrowth mindsetWell-versed in the following:Google Suite of Tools (Gmail, Docs, Sheets, Slides) skills - RequiredSalesForce Reporting and Usage - RequiredSandler, Tableau, CoPilot, Outreach, DemandBase, and Highspot - will trainMicrosoft Suite of Tools (Word, Excel, Powerpoint) skills - will trainDevelop and implement effective sales level campaigns/sequences using SalesEnablement Tools such as Outreach, Engagio, SalesForce and HighspotWillingness to travel 40% a yearDesired Education and Experience:Bachelor’s degree preferred3+ years of sales experience, preferably within a EdTech SaaS companyFamiliarity with Sandler Sales Methodology Training or Winning By Design skills a plusWe’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.
At Instructure we participate in E-Verify and yes, in case you didn't catch it from the above, we are an Equal Opportunity Employer.
All Instructure employees are required to successfully pass a background check upon being hired.
