Note: The job is a remote job and is open to candidates in USA. Pearson is a lifelong learning company that helps people realize their potential through learning opportunities. The Lead, Sales (State Relationships) will drive state-level commercial strategy and revenue growth for Pearson's Career Ready portfolio, with responsibility for securing more than $20 million in state funding. The role involves managing state relationships, leading funding and sales strategy, negotiating contracts, and developing a team of state strategy and implementation managers.
Responsibilities
- Own a portfolio of strategic states and carry quota responsibility for securing $20M+ in state appropriations, grants, and other state funding mechanisms
- Meet directly with state education leadership, governors’ offices, and appropriations officials; develop and maintain key relationships; and lead contract negotiations in partnership with Pearson’s Government Affairs team
- Conduct research and analysis of state trends, budget priorities, and legislative activity to identify funding opportunities and inform commercial priorities
- Develop integrated state strategy frameworks that connect state priorities, funding mechanisms, regulatory requirements, and commercial opportunity into coordinated go-to-market plays
- Lead state certification placements and ensure Pearson offerings are positioned competitively in state procurement and funding decisions
- Partner closely with Pearson’s Government Affairs team to executive the state-level CTE curriculum and certification strategy, supporting state-level awareness, policy alignment, and budgetary support for our priorities
- Support advocacy initiatives and public policy campaigns, working alongside Pearson’s Government Affairs team, that shape state environments favorably for product adoptions and funding flow
- Manage and develop a team of state sales strategy and implementation managers responsible for driving adoption and onboarding of state-funded curriculum and certifications; set performance expectations, provide coaching, and build a high performing team
- Work cross-functionally with Product, Marketing, Revenue Operations, and Government Affairs to ensure go-to-market support and operations alignment
Skills
- 10+ years of progressive experience in state policy, education policy, budget strategy, or related commercial roles combining policy expertise and proven commercial impact
- Direct experience securing K-12 state funding (appropriations, grants, federal passthrough) — ideally for CTE, workforce development, or career pathway initiatives
- K-12 state funding expertise is essential
- Proven track record of owning and closing significant state-level deals and partnerships with direct accountability for revenue
- Success building and maintaining long-term relationships with state education officials, governors' staff, appropriations leaders, and key state decision-makers, in coordination with Pearson's Government Affairs team
- Deep understanding of state education systems, K-12 workforce development, state budget processes, appropriations mechanisms, and funding pathways
- Demonstrated success managing and developing sales or state strategy teams
- Strong analytical and strategic thinking; excellent written and verbal communication skills with C-suite executives and state officials
- Bachelor's degree in Political Science, Public Policy, Business, Education, Economics, or related field
Benefits
- This position is eligible for Pearson’s annual incentive program.
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