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: About the role As the Director, Strategic Affairs for Higher Education, you will help lead Instructure’s Higher Education initiatives in North America through the Strategic Affairs team. In this role, you will shape Instructure’s presence with state and local policymakers and business leaders, translating influence into revenue opportunities. You will develop the go-to-market strategy for Higher Education, help lead Government Affairs for the team, and contribute to global public policy efforts. You’ll serve as a crucial link between Sales, Marketing, Customer Success, and Product, ensuring policy insights inform critical business functions and product development. This role will report directly to the VP, Strategic Affairs. What you’ll do
- Help lead Government Affairs and go-to-market strategy for Instructure’s Higher Education business in North America across state, provincial, and federal opportunities.
- Develop statewide deal pipelines by connecting education and workforce funding sources with Canvas, Mastery, and Parchment opportunities.
- Monitor and analyze education and technology legislation and regulatory changes, translating them into actionable guidance for Sales, Marketing, Customer Success, and Product teams.
- Build and maintain trusted relationships with policymakers, agency leaders, and education associations. Represent Instructure in public forums.
- Oversee and manage advocacy partners, including lobbying firms—set clear goals, measure results, and ensure advocacy spend supports business outcomes.
- Shape procurement strategies (e.g., cooperative contracts and alternative purchasing vehicles) to increase win rates without relying solely on RFPs.
- Advise senior customer leaders on digital transformation, skills development, and technology adoption strategies.
- Own attribution by demonstrating how policy and government engagement drives revenue, market share, and customer impact.
- Contribute to international public policy initiatives, supporting Instructure’s voice and influence globally.
- Maintain efficient sales and delivery processes.
What you’ll bring
- 5+ years’ experience in government affairs, public policy, or public sector sales, with a proven track record of achieving revenue or pipeline targets.
- Experience working with C-suite and senior leaders in both public and private sectors.
- Strong understanding of education and workforce funding sources such as ESSA, Perkins V, and Workforce Pell.
- Strong analytical skills with the ability to turn complex policy and market data into clear recommendations.
- Excellent written and verbal communication skills, adaptable to both legislative briefings and sales team discussions.
- Willingness to travel as needed.
Nice to have
- Experience in K-12, Higher Education, or workforce development environments.
- Experience managing lobbying firms or policy consultants.
- Experience working within international policy contexts.
Get in on all the awesome at Instructure! 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 work culture. Our remote, hybrid and in-office collaboration spaces vary by role, team and location.
- Generous time off, including local holidays and our annual “Dim the Lights” period in late December, when teams are encouraged to step back and recharge based on departmental needs.
- Comprehensive wellness programs and mental health support
- Learning and development resources, including professional development tools and tuition reimbursement, to support your growth
- The technology and tools you need to do your best work
- Motivosity employee recognition program
- A culture rooted in inclusivity, support, and meaningful connection
We believe in hiring great people and treating them right. The more diverse we are, the better our ideas and outcomes. Instructure is an Equal Opportunity Employer. We comply with applicable employment and anti-discrimination laws in every country where we operate. All employees must pass a background check as part of the hiring process. To help protect our teams and systems, we’ve implemented identity verification measures. Candidates may be asked to verify their legal name, current physical location, and provide a valid contact number and residential address, in accordance with local data privacy laws. Any attempt to misrepresent personal or professional information will result in disqualification.
