Sales Development Representative - LATAM

Responsibilities

• Own inbound speed-to-lead: respond quickly, qualify inbound interest, and schedule high-quality meetings.
• Execute consistent outbound prospecting every week, regardless of inbound volume.
• Deliver a strong buyer experience through clear communication, storytelling, and discovery-driven conversations.
• Research accounts and personas to tailor messaging that resonates in your region and language market.
• Partner with your Drive Team to align on territory strategy, target accounts, and follow-through plans.
• Drive pipeline that becomes qualified pipeline, validated by the Sales Rep and moved into active working pipeline.
• Maintain accurate activity and pipeline tracking in Salesforce and engagement tools.
• Continuously improve outreach and qualification through coaching, iteration, and market insights.
• Your Focus Area (Manager-Selected Snippet)
• This role supports a designated business area based on team needs. Candidates may be aligned to one of the following segments:
• K-12
• In this role, you'll support K-12 districts and schools by uncovering instructional and operational needs, using strong discovery and storytelling to connect Instructure solutions to improved teaching and learning outcomes.
• 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.
• Business & Government
• In this role, you'll support organizations focused on continuing education, certification, and career-aligned learning programs, using strong discovery and storytelling to connect Instructure solutions to customer goals and pain points.
• Partners
• In this role, you'll support our partner ecosystem by engaging organizations that expand our reach and impact, using clear communication, discovery, and relationship-building to generate qualified pipeline and drive aligned next steps.

Requirements

• Strong written and verbal communication skills (including required regional language fluency)
• Customer-first mindset and the ability to create a strong first impression
• Ability to balance inbound urgency with outbound discipline and consistent execution
• Coachability, curiosity, and a growth mindset
• Resilience and problem-solving; you adjust based on what works in your market
• Strong organization and time management in a remote environment
• Collaboration-first approach with Sales partners and SDR peers
• Experience in sales development, lead qualification, prospecting, or a related role
• Familiarity with CRM systems and sales engagement tools
• Ability to work independently while staying aligned to team goals
• Strong follow-through, communication, and process discipline
• Must be fluent in English, both writing and speaking
• Success in This Role Looks Like
• Fast inbound response and consistent qualification quality
• Outbound execution that drives qualified meetings and pipeline week after week
• Strong Drive Team alignment: clean handoffs, shared priorities, consistent follow-through
• Accurate CRM hygiene and dependable territory coverage
• Continuous improvement in messaging, conversion, and buyer engagement
• Get in on all the awesome at Instructure!
• We offer competitive, meaningful benefits in every country where we operate. While

Benefits

Additional Information

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: 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 are looking for a Sales Development Representative (SDR) to support our global go-to-market teams through a blended motion of inbound lead engagement and outbound prospecting. This role is designed for language-specific and region-based coverage, where you will be paired with a Drive Team (Sales Rep + CSM) and responsible for responding quickly to inbound interest while consistently driving new pipeline through proactive outbound work. 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. The best SDRs create value through thoughtful discovery and personalized outreach, not just activity.

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