Sales Development Representative

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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 do this by giving smart, creative, passionate people opportunities to create awesome.

And that's where you come in:

We are looking for a fluent Japanese speaking 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. In this role, you’ll support our Japanese business by uncovering instructional and operational needs, using strong discovery and storytelling to connect Instructure solutions to improved teaching and learning outcomes.

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 personalised outreach, not just activity.

About the Role

• 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.

About You

• Strong written and verbal communication skills in both English and Japanese.
• 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 organisation 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.

Our Commitment to Diversity We’ve always believed in hiring the very best people and treating them right. We know that the more diverse we are, the more diverse our ideas will be, and when we openly welcome those ideas, our environment is better and our business is stronger.

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
• Annual learning and development stipends 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.