Lead, Sales (State Relationships)

Pearson•United States,

4h•$170,000 - $190,000•Remote

About The Position

Pearson's Career Ready portfolio helps state systems, institutions, and employers access workforce-aligned learning and certification programs. This role positions you as both the strategic architect and lead revenue driver of the Career Ready commercial strategy — understanding how states invest in career readiness, translating that into coordinated commercial strategy, and directly executing state-level sales and appropriations strategy with a $20M+ target. You will lead a state funding portfolio across the country and lead a team of state strategy and implementation managers who execute on state K-12 sales strategy, in close partnership with Pearson’s Government Affairs team. You will meet directly with state leadership, build and maintain strong relationships, collaborate closely with Pearson’s Government Affairs team, and drive adoption and revenue growth across your portfolio.

Requirements

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.

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 execute 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.