Fast Facts

The Regional Sales Manager will drive sales for Parchment's Pathways Account Based suite, focusing on US-based higher education institutions. This remote position requires an entrepreneurial mindset and proven sales acumen to create and manage a robust sales pipeline.

Responsibilities: Develop and execute sales strategy, schedule new meetings, manage sales pipeline, generate new sales opportunities, and provide consistent reporting of goals and forecasts using SalesForce.

Skills: Strong relationship-building, excellent communication (written and verbal), proficiency in Google Suite and SalesForce, ability to manage multiple tasks and shifting priorities, sales campaign development, and implementations.

Qualifications: Bachelor’s degree preferred, 3+ years sales experience in EdTech SaaS, familiarity with Sandler Sales Methodology, and a willingness to travel up to 40% of the time.

Location: Remote from North Dakota, South Dakota, Nebraska, Iowa, Minnesota, Illinois, United States

Compensation: $85000 - $95000 / Annually

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 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.

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 Focus

Professional Qualifications and Experience:

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

Desired Education and Experience:

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

$85,000 - $95,000 a year

This role will also have a commission target of 90k making the target OTE of $180-190k.

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.

Account Based Selling EdTech Jobs

Regional Sales Manager, Higher Education - Pathways (Midwest)