Regional Sales Manager, Higher Education - Pathways (East)

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: KY, DC, MD, WV, TN, DE 

• 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 Development
• Representative (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 plan
• Executing a prospecting methodology as part of their regular routine
• Managing 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 Sales
• Manager, 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.

• 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 Focus

• Strong attention to detail
• Excel at building and leveraging strong relationships
• Excellent written and verbal communication skills
• Bright, energetic professional with outstanding communication and interpersonal skills
• Demonstrated ability to manage multiple tasks with shifting priorities and tight deadlines
• Ability to work in an entrepreneurial environment
• Self-driven and independent
• Growth mindset
• Well-versed in the following:
• Google Suite of Tools (Gmail, Docs, Sheets, Slides) skills - Required
• SalesForce Reporting and Usage - Required
• Sandler, Tableau, CoPilot, Outreach, DemandBase, and Highspot - will train
• Microsoft Suite of Tools (Word, Excel, Powerpoint) skills - will train
• Develop and implement effective sales level campaigns/sequences using Sales
• Enablement Tools such as Outreach, Engagio, SalesForce and Highspot
• Willingness to travel 40% a year

• Bachelor’s degree preferred
• 3+ years of sales experience, preferably within a EdTech SaaS company
• Familiarity with Sandler Sales Methodology Training or Winning By Design skills a plus

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.

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.