Hybrid Sales Development Rep

About this role

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. And that's where you come in:

Hybrid Sales Development Representative

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. And that's where you come in:

We’re looking for a Hybrid Sales Development Representative (SDR) to generate qualified pipeline across both inbound and outbound sales motions within an assigned territory. As a Hybrid SDR, you will own the front end of the customer journey for your territory. You’ll respond to and qualify inbound interest while proactively prospecting into organizations and accounts that align with our ideal customer profile. You’ll partner closely with your dedicated Drive Team, including a Sales Rep and Customer Success Manager (CSM), to develop territory strategy, prioritize accounts, create meaningful sales conversations, and generate high-quality pipeline.

SDRs at Instructure are often the first impression a prospective customer has of our company. This role requires strong communication, curiosity, 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 engagement — not just activity.

Your Focus Area

- Higher Education: Support colleges and universities by understanding institutional priorities and learner needs. Engage both inbound prospects and proactively prospect across your assigned territory, using clear communication and thoughtful discovery to connect solutions to the outcomes that matter most for students, faculty, and administrators.

What You’ll Do

- Own pipeline generation across an assigned territory, balancing inbound leads and proactive outbound prospecting based on business priorities and buyer intent.

- Respond quickly and thoughtfully to inbound interest, qualifying prospects, understanding their needs, and determining the appropriate next step.

- Proactively prospect into accounts and organizations within your territory that align with our ideal customer profile.

- Partner directly with your Drive Team to develop territory and account strategies, prioritize opportunities, and align on follow-up plans.

- Execute personalized outreach across email, phone, and social channels using a research-based, value-driven approach.

- Deliver a strong buyer experience through clear communication, thoughtful storytelling, and relevant discovery.

- Run discovery conversations that uncover customer goals, challenges, and priorities, then connect those needs to relevant Instructure solutions.

- Generate pipeline that becomes qualified pipeline — validated by the Sales Rep and moved into active working pipeline.

- Prioritize prospects based on inbound intent, account potential, engagement, territory priorities, and other relevant signals.

- 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 effective territory coverage.

- Collaborate closely with Sales, Customer Success, Marketing, and other cross-functional partners to create a seamless customer experience.

- Apply coaching, test new approaches, and continuously improve conversion through iteration and data-driven insights.

What We’re Looking For

- Growth mindset: You take initiative, learn quickly, and build your own path to success.

- Coachability: You actively seek feedback and apply it to improve your performance.

- Quality-focused: You care about creating pipeline that moves forward — not just generating activity.

- Customer-focused: You’re curious about people and organizations and can connect their challenges to meaningful solutions.

- Prioritization: You can effectively balance inbound demand with proactive outbound prospecting and know where to focus your time.

- Team-first: You collaborate openly with SDR peers and your Drive Team partners.

- Problem solving: You overcome objections and tailor your approach to each prospect and account.

- Resilience & persistence: You stay strategic and intentional through rejection, changing priorities, and longer sales cycles.

- Time management: You prioritize effectively, manage competing demands, and consistently follow through.

Qualifications

- Experience in sales development, outbound prospecting, inbound lead qualification, or a similar customer-facing sales role.

- Ability to work in-person from our Salt Lake City office at least 2 days a week

- Strong written and verbal communication skills.

- Comfort working across both inbound and outbound sales motions.

- Comfort working in modern sales tools and workflows, including: Salesforce, Outreach, Demandbase, LinkedIn Sales Navigator, Zoom, Slack and Google Suite

- Ability to work independently in a remote environment while staying aligned to shared goals.

- Track record of meeting goals and driving outcomes.

Success in This Role Looks Like

- Consistently generating high-quality pipeline through a balanced inbound and outbound approach.

- Effectively prioritizing inbound demand and proactive prospecting based on territo

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