Job DescriptionReporting to the VP of Sales, this leader will shape regional sales strategy, build strong sales talent, and partner cross-functionally to deliver customer value, learner progression, and profitable revenue growth.
This role is ideal for a strategic, coaching-oriented sales leader who combines strong business acumen, operational discipline, and a passion for developing people. Success in this role requires the ability to lead through change, drive accountability, and build a culture of high performance and collaboration in a dynamic and evolving business environment.
This is a remote/home-based position with approximately 40% travel. Relocation is not available for this position.
What You'll DoLead and Develop a High-Performing Sales Team- Recruit, hire, onboard, coach, and retain a high-performing team of Executive Sales Specialists, ensuring a strong first-year experience and ongoing professional development for all team members
- Build a culture of accountability, collaboration, and continuous improvement through regular coaching on territory planning, pipeline management, strategic selling, and sales process execution
- Drive performance through clear expectations, KPI management, feedback, success planning, and formal performance management when necessary
- Effectively leverage sales coaching tools and reinforce strong adoption of CRM systems, sales tools, customer success resources, and product knowledge across the team
Drive Strategic Growth and Customer Engagement- Set strategic vision and regional priorities to achieve or exceed sales targets, including subscription-based revenue growth and market share gains across current and evolving business models
- Develop and execute regional and strategic account plans in partnership with enterprise account executives, business development teams, marketing, product, and services partners to maximize customer engagement and growth opportunities
- Represent Pearson's enterprise-level products and services while partnering with customers to co-create solutions that support institutional goals, learner outcomes, and long-term business growth
- Strategically deploy internal resources to support key adoption opportunities and strengthen competitive positioning in the market
Drive Operational Excellence- Use data, analytics, forecasting, and business reporting to prioritize opportunities, monitor pipeline health, guide decision-making, and improve sales execution across territories
- Manage team budgets, contribute to national initiatives and continuous improvement efforts, and reinforce scalable, customer-centered collaboration between sales and services teams to deliver a high-quality customer experience
Success in This RoleSuccess in this role will be measured by:
- Achievement or exceedance of regional sales targets, subscription revenue growth, and market share gains
- Development, engagement, and retention of high-performing sales talent
- Strong pipeline discipline, forecasting accuracy, and operational execution
- Effective cross-functional collaboration and strategic account engagement
- Delivery of a scalable, high-quality customer experience
Required Experience and Qualifications- Bachelor's degree or equivalent combination of education and relevant professional experience
- Minimum of 5 years of demonstrated successful sales performance within higher education or a related enterprise sales environment
- Proven ability to lead, coach, and develop high-performing teams in a dynamic business environment
- Strong strategic selling, territory management, account planning, and consultative selling capabilities
- Demonstrated ability to analyze and present data to support business decisions, opportunities, and customer value articulation
- Strong analytical, financial, and business reporting skills with the ability to make data-informed decisions
- Proven ability to collaborate effectively across cross-functional teams to support customer and business outcomes
- Proficiency with CRM systems, sales reporting tools, Microsoft Office applications, and project management tools
Leadership Attributes- Achievement-driven leader with strong coaching capability and a focus on developing others to succeed
- Strategic, analytical, and adaptable thinker who can navigate ambiguity and lead effectively through change
- Strong communicator with high emotional intelligence and the ability to build trusted relationships across customers, employees, and cross-functional partners
- Self-directed and highly organized, with strong execution discipline, learning agility, resilience, and tenacity
CompensationThe anticipated base salary range for this role is $110,000-$160,000 for candidates located on the West Coast. This position is also eligible to participate in a Sales Incentive program. Actual compensation will vary based on experience, skills, and geographic location.
