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.
