Instructure

Financial Planning and Analysis

• Lead finance support for R&D departments, including annual planning, forecasting, reporting, financial modeling, and analysis
• Own the P&L process and analysis for R&D functions, including headcount, cost of goods sold, infrastructure and hosting spend, and other operating expenses
• Drive coordinated headcount and resource planning aligned with product roadmaps and company priorities
• Prepare and present financial reports, dashboards, and presentations to senior leadership
• Partner with engineering and platform teams on cost of goods sold analysis and cost-management opportunities
• Partner with corporate FP&A on the long-range planning model
• Develop repeatable business, operational, and financial processes
• Mentor a senior analyst
• Support strategic initiatives and special projects with financial modeling, analysis, and recommendations
• Identify and build AI-driven process improvements across R&D finance

Senior Finance Manager, R&D

Human Resources

• Manage and coach a team of HR specialists, including performance, development, and daily workload
• Own escalations and complex employee cases from intake through resolution
• Maintain high quality and consistency in case handling
• Own AskHR reporting and dashboards
• Turn ticket and case data into actionable insights for HR leadership
• Monitor knowledge base quality and close self-service gaps
• Drive process improvement and automation of routine volume
• Own immigration, global compliance, background checks, and reporting processes
• Partner cross-functionally with Payroll, IT, and other HR centers of excellence

Manager, HR Shared Services

Account Executive

• Drive new business growth by selling Instructure’s Canvas, MasteryConnect, LearnPlatform, and related services
• Hunt for new-logo business while upselling and cross-selling existing accounts
• Share insights with prospective clients to support solution evaluation and selection
• Prepare tailored messaging and presentations for prospects
• Guide prospects through purchasing to timely closure
• Forecast quarterly and annual sales performance
• Develop targeted sales strategies and nurture the client pipeline
• Build and maintain relationships with school-district stakeholders
• Achieve or exceed sales quotas
• Partner with Regional Directors and clients to gain referrals and expand market presence
• Log accurate account information in Salesforce CRM

Senior Account Executive – K12

Director

• Build and lead the decision science team
• Hire, onboard, coach, and develop scientists and analysts
• Own team members’ career growth
• Set the function’s strategy, roadmap, priorities, and success measures
• Partner with product, engineering, marketing, finance, and executive leadership to define analytical problems
• Direct predictive, prescriptive, and causal modeling for product decisions, customer retention, pricing, and operating efficiency
• Improve delivery of insights through dashboards, metric definitions, written recommendations, and executive readouts
• Present findings and recommendations to senior leaders
• Grow data literacy across Instructure
• Work with data engineering and platform teams on data, tooling, and infrastructure
• Ensure ethical and privacy-conscious use of data, including student data
• Follow applicable regulations and company standards

Director, Decision Science

Application Engineer

• Own application security for code, dependencies, APIs, and the software development lifecycle behind Canvas, Mastery, and Parchment
• Classify security risk in context and drive risk reduction
• Hand off residual risk to the risk management program with documented rationale
• Triage vulnerabilities, adjudicate severity, and partner with engineering teams to complete remediation
• Design and implement compensating controls when direct remediation is not possible
• Investigate false positives and document suppression decisions
• Build and maintain CI/CD security automation, pipeline gates, and checks
• Install, configure, integrate, and maintain application security tooling and data pipelines
• Conduct threat modeling with product and engineering teams
• Perform secure code reviews and review technical specifications against the security rubric
• Own SAST/SCA pipeline coverage, signal quality, and developer experience using Snyk, CodeQL, and Wiz Code
• Build secure-default shared libraries and patterns
• Enable developers through training, documentation, office hours, and design consultation
• Support bug bounty researcher communication and triage with the offensive security engineer
• Conduct recurring risk reviews with product leadership and translate technical risk into business impact
• Participate in security on-call rotation and provide subject-matter expertise during major incidents escalated beyond L2

Senior Application Security Engineer

• Create, manage, and close new sales pipeline within an assigned US-based territory
• Drive net-new client adoption and cross-sell products to established customers
• Schedule and deliver first new meetings
• Meet weekly with an SDR to execute territory strategy
• Generate new sales opportunities weekly
• Maintain accurate contacts, close dates, and notes for current-quarter opportunities
• Progress toward and manage annual sales quota and pipeline
• Create, implement, and maintain quarterly territory plans
• Execute a consistent prospecting methodology
• Manage SaaS solution sales through long purchasing cycles and multiple buyers
• Quarterback sales through completion and transition to the Customer Success Manager
• Learn new products and improve selling skills
• Report pipeline and forecasts using Salesforce
• Monitor competition, industry trends, and product offerings
• Attend sales meetings, product seminars, and trade shows
• Prepare written presentations, reports, and price quotations
• Conduct and manage contract negotiations
• Sell multiple products to new-logo clients

• Develop and execute strategic account plans to achieve and exceed individual sales quotas
• Identify, qualify, and close new business opportunities within target accounts
• Manage the entire sales cycle from prospecting and lead generation through contract negotiation and closing
• Build and maintain long-lasting customer relationships
• Understand customer needs and align Instructure's education technology solutions accordingly
• Conduct presentations and product demonstrations for prospective clients
• Collaborate with sales engineers, customer success, and product teams
• Forecast sales opportunities and maintain up-to-date CRM information
• Monitor industry trends, competitive landscape, and Instructure's product roadmap
• Negotiate complex deals and contracts
• Act as a trusted advisor to clients and provide insights and solutions that drive their success

Senior Account Executive

• Sell to new clients in a designated region
• Share insights to help prospects evaluate different solutions
• Prepare and tailor messaging for prospective clients
• Guide prospective clients through the purchasing process and meet agreed timelines
• Accurately forecast quarterly and annual performance
• Develop sales strategies to increase client pipeline
• Navigate institutions and build relationships with key buyers
• Consistently meet or exceed sales quotas within specified timeframes
• Partner with Regional Directors and clients in the field to gain referrals and build market share
• Log accurate account information into Salesforce CRM in a timely manner

Regional Director

Support Engineer

• Provide customer-facing technical support for new and existing clients
• Troubleshoot and resolve client issues via email in accordance with agreed SLAs
• Multitask and prioritize daily tasks and longer-term projects
• Liaise with internal development teams and escalate issues as appropriate
• Use AI to optimize troubleshooting and assist with tasks
• Implement resolution plans for technical problems
• Modify Freemarker document templates
• Test new features and validate software fixes
• Troubleshoot client integration issues
• Handle technical requests from internal departments
• Suggest product improvements based on client feedback
• Identify and evaluate support process improvement opportunities with worldwide support resources
• Monitor system logs
• Write documentation and produce workflows for functionality and issue resolution
• Engage in active self-learning
• Participate in occasional out-of-hours meetings with worldwide teams