Sales Development Representative, Outbound; HIED

Overview

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 awesome.

As an SDR at Instructure, you are often the first impression a prospective customer has of our company. This role requires strong communication and storytelling. You’ll seek to understand each customer’s unique context, uncover pain points, and connect the right Instructure solutions directly to their goals. Our best SDRs create value through thoughtful discovery and personalized outreach, not just activity.

Higher

Education:

In this role, you’ll support colleges and universities by understanding institutional priorities and learner needs, using clear communication and thoughtful discovery to connect solutions to the outcomes that matter most for students, faculty, and administrators.

• Growth mindset:
  You proactively take initiative and are motivated to succeed.
• Coachability:
  You seek out feedback and act quickly to improve.
• Quality focused:
  You prioritize meaningful conversations that generate high-quality pipeline.
• Team player:
  You collaborate openly with SDR peers and Sales partners, sharing knowledge and best practices.
• Problem solving:
  You adapt strategies to each account, know the competitive landscape, and position Instructure effectively.
• Resilience and persistence:
  You handle rejection with professionalism and remain strategic and intentional in outreach.
• Time management:
  You own your calendar, prioritize effectively, and maximize productivity.

• Own outbound prospecting for named accounts, partnering directly with your Drive Team to align on account strategy, priorities, and follow-up plans.
• Execute strategic outreach across email, phone, and social channels using a research-based, value-driven approach.
• Deliver a strong buyer experience through clear communication and thoughtful storytelling that builds trust and credibility.
• Run discovery conversations that uncover customer goals and pain points, then position solutions that tie directly to their needs.
• Generate pipeline that becomes qualified pipeline - validated by the Sales Rep and moved into active working pipeline.
• Build personalized messaging and sequences that reflect buyer context, industry language, and account priorities.
• Maintain strong CRM hygiene and accurate activity tracking to support reporting, forecasting, and territory coverage.
• Apply coaching, test new approaches, and continuously improve conversion through iteration.

• Consistently generating qualified pipeline through outbound prospecting into named accounts.
• Strong Drive Team partnership: shared strategy, consistent follow-up, and high-quality handoffs.
• Discovery conversations that lead to meaningful buyer engagement and clear next steps.
• Messaging and personalization that improves conversion over time.
• Accurate CRM hygiene and dependable territory/account coverage.

• Proven success as an Outbound SDR or in a similar sales role.
• Strong written and verbal communication skills.
• Experience with CRM systems, outbound prospecting tools, and sales engagement platforms.
• Ability to work independently while thriving in a collaborative team environment.
• Consistent record of meeting or exceeding targets.
• High energy, persistence, and a positive, solutions-oriented attitude.
• Excellent organizational and time management skills.

We offer competitive, meaningful benefits in every country where we operate. While they vary by location, here’s a general idea of what you can expect:

• Competitive compensation, plus all full-time employees participate in our ownership program - because everyone should have a stake in our success.
• Flexible schedules and a remote-friendly culture, with hybrid or onsite work options available in some regions for specific roles.
• Generous time off,…