Hybrid Sales Development Representative (Higher Education)

Location: Salt Lake City, Utah, United States; hybrid work with at least 2 days per week in the Salt Lake City office

Salary: $52,530–$61,800 per year

Company

Instructure creates products that simplify learning and personal development and support relationships across education and careers.

What you will do

• Generate qualified pipeline across inbound and outbound sales motions within an assigned territory.
• Respond to inbound interest, qualify prospects, uncover needs, and determine appropriate next steps.
• Prospect into organizations that match the ideal customer profile and prioritize accounts based on intent, potential, and territory needs.
• Partner with Sales Representatives and Customer Success Managers on territory strategy, account prioritization, follow-up, and handoffs.
• Conduct personalized outreach and discovery conversations across email, phone, and social channels, connecting customer needs to relevant solutions.
• Maintain accurate CRM activity tracking and improve conversion through coaching, experimentation, and data-driven insights.

Requirements

• Experience in sales development, outbound prospecting, inbound lead qualification, or a similar customer-facing sales role.
• Ability to work in person from the Salt Lake City office at least 2 days per week.
• Strong written and verbal communication skills, curiosity, resilience, and problem-solving ability.
• Comfort working across inbound and outbound sales motions and managing competing priorities.
• Experience with modern sales tools and workflows, including Salesforce, Outreach, Demandbase, LinkedIn Sales Navigator, Zoom, Slack, and Google Suite.
• Track record of meeting goals and driving outcomes while working independently in a remote environment.

Culture & Benefits

• Competitive compensation and participation in an ownership program for full-time employees.
• Flexible work culture with remote, hybrid, and in-office collaboration spaces varying by role, team, and location.
• Generous time off, local holidays, and an annual late-December recharge period subject to departmental needs.
• Wellness programs, mental health support, professional development resources, and tuition reimbursement.
• Employee recognition through the Motivosity program and a culture focused on inclusivity, support, and meaningful connection.

Hiring process

• All employees must pass a background check.
• Candidates may be asked to complete identity verification, including confirmation of legal name, current physical location, contact number, and residential address.