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Lead Specialist, Sales

Location Preference: East Coast

Position Summary

The Lead Specialist, Sales (Strategic District Sales - Assessment Solutions) is a senior-level, quota-carrying sales role responsible for driving revenue growth and expanding Pearson's Assessment portfolio within the largest and most strategically important K-12 school districts across the Eastern United States.

Serving as both a consultative sales leader and trusted assessment strategist, this individual partners with Superintendents, Chief Academic Officers, Assessment Directors, Curriculum Leaders, Research and Accountability teams, and Special Education leaders to identify district priorities, uncover opportunities, and align Pearson's solutions to district goals.

The Lead Specialist develops executive-level relationships, leads complex sales engagements, influences district-wide assessment initiatives, and positions Pearson as a trusted thought partner. Success in this role requires the ability to blend strategic account management, business development, educational expertise, and consultative selling to influence large-scale purchasing decisions and deliver measurable outcomes for districts.

This position is responsible for expanding existing relationships, generating new business opportunities, leading multi-year strategic conversations, and driving sustainable revenue growth across Pearson's School Assessment portfolio.

Key Responsibilities Strategic Account Leadership

+ Own a portfolio of large, complex K-12 school districts across the Eastern United States.

+ Develop and execute strategic territory and account plans to achieve revenue, pipeline, and growth objectives.

+ Establish and maintain executive-level relationships with district leaders and key decision-makers.

+ Create multi-year growth strategies that expand Pearson's presence and impact within strategic accounts.

+ Serve as the primary business owner and trusted advisor for assigned districts.

Consultative Sales & Business Development

+ Meet or exceed annual sales quotas through disciplined territory planning, pipeline management, and opportunity execution.

+ Identify, qualify, and develop new business opportunities within existing and prospective districts.

+ Lead complex sales cycles involving multiple stakeholders, committees, funding streams, procurement processes, and implementation considerations.

+ Conduct strategic discovery conversations to understand district priorities, instructional goals, accountability requirements, and assessment challenges.

+ Position Pearson solutions through outcome-based, consultative selling practices.

+ Negotiate contracts and successfully close renewal, expansion, and net-new business opportunities.

+ Develop and execute prospecting strategies to establish new relationships and uncover new revenue opportunities.

Assessment Strategy & Thought Leadership

+ Serve as a trusted advisor and subject matter expert in assessment, accountability, instructional improvement, and student achievement.

+ Guide district leaders through conversations related to assessment strategy, data-driven decision-making, intervention planning, MTSS implementation, literacy initiatives, and school improvement efforts.

+ Facilitate executive discussions around student growth, assessment systems, instructional effectiveness, accountability measures, and educational outcomes.

+ Stay informed on national, state, and local educational trends, funding opportunities, legislation, and market dynamics impacting K-12 education.

+ Deliver engaging presentations, executive briefings, workshops, and strategic planning sessions to district leadership teams and stakeholders.

+ Represent Pearson at conferences, industry events, and customer engagements.

Cross-Functional Leadership

+ Share market intelligence and customer feedback to help shape future product enhancements and go-to-market strategies.

+ Maintain accurate opportunity, activity, pipeline, and forecast data within Salesforce.

+ Provide timely business updates, territory insights, and revenue forecasting to leadership.

Required Knowledge, Skills, and Abilities

+ Proven success in consultative, solution-oriented sales environments.

+ Demonstrated ability to engage, influence, and build credibility with executive-level district leaders.

+ Deep understanding of K-12 assessment practices, accountability systems, curriculum and instruction, intervention frameworks, and educational leadership priorities.

+ Strong business acumen with the ability to connect district challenges to meaningful educational and financial outcomes.

+ Expertise navigating complex sales processes involving multiple stakeholders and long sales cycles.

+ Exceptional communication, presentation, facilitation, negotiation, and relationship-building skills.

+ Ability to analyze district data, identify opportunities, and develop strategic recommendations.

+ Strong prospecting, business development, and closing capabilities.

+ Excellent organizational, territory planning, and forecasting skills.

+ Ability to work independently while collaborating effectively across a highly matrixed organization.

+ Demonstrated executive presence with the ability to facilitate strategic conversations with senior district leadership.

Qualifications

+ Bachelor's degree required in Education, Educational Leadership, School Psychology, Curriculum & Instruction, Business, or a related field.

+ Master's degree strongly preferred.

+ Ed.D. or Ph.D. in Education, Educational Leadership, Assessment, School Psychology, Curriculum & Instruction, Measurement, or a related field highly preferred.

+ Minimum of 7 years of successful experience in K-12 sales, educational consulting, district leadership, assessment leadership, or a related field.

+ Demonstrated track record of achieving or exceeding sales and revenue goals.

+ Experience selling to large K-12 districts and educational organizations.

+ Experience working directly with Superintendents, Chief Academic Officers, Assessment Directors, Curriculum Leaders, Special Education Leaders, and other executive decision-makers.

+ Established network and relationships within East Coast K-12 districts preferred.

+ Experience managing complex six- and seven-figure opportunities.

+ Experience advising school systems on assessment strategy, instructional improvement, data utilization, MTSS, literacy initiatives, or school improvement planning preferred.

+ Strong business development, negotiation, and closing skills.

+ Salesforce experience required.

+ Willingness to travel up to 50% throughout the Eastern United States.

+ Ability to work successfully within a remote, performance-driven environment.

Compensation at Pearson is influenced by a wide array of factors including...

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