Lead, Sales

Pearson

About The Position

This role aligns to industry-level titles such as - SVP / VP of Enterprise Sales, Head of Enterprise Sales, Global / Regional Enterprise Sales Leader. Leads and scales an Enterprise sales organization currently generating ~$20M in annual bookings and revenue to $100M+ within the next two years. This role is accountable for building a high-performing Enterprise sales team, personally leading the most strategic deals, and shaping market, customer, and product strategy to deliver sustained, scalable growth with operating rigor. This role has material impact on enterprise revenue growth, go-to-market strategy, and organizational capability. Success is measured by the ability to scale from $20M to $100M+, build durable sales operating mechanisms, develop talent, influence product direction, and establish a repeatable Enterprise growth engine.

Requirements

Proven success leading Enterprise or Strategic sales organizations through periods of rapid growth and scale, ideally within software, technology, or complex solution portfolios.
Experience building and scaling Enterprise sales teams, including hiring, onboarding, and developing sellers with $5M+ books of business.
Demonstrated track record of personally leading and closing large, complex Enterprise deals involving executive and CEO-level stakeholders.
Strong commercial and financial acumen with deep expertise in pipeline rigor, forecast accuracy, deal governance, and revenue execution disciplines.
Ability to translate customer insights and market feedback into actionable improvements across product, operations, and go-to-market strategy.
Inspirational, high-energy leadership style with the ability to lead through uncertainty, rapid change, and aggressive growth targets.

Responsibilities

Owns and delivers a transformational growth agenda, scaling the Enterprise business from ~$20M to $100M+ in bookings and revenue over a two-year horizon.
Builds, hires, and leads a high-performing Enterprise sales organization, ensuring each seller effectively owns and grows a $5M+ book of business as scale is achieved.
Personally leads and closes the largest, most complex Enterprise and ‘mega’ deals, partnering directly with customer executives and internal senior leadership, including CEO-level collaboration.
Establishes and enforces best-in-class operating rhythms (daily, weekly, monthly) across pipeline management, forecasting, deal inspection, and execution discipline.
Creates and sustains a performance culture that is fanatical about hitting numbers, driving bookings and revenue growth, and winning consistently in competitive Enterprise environments.
Synthesizes customer feedback, deal learnings, and market signals into clear input for Product and Operational teams to accelerate resolution of blockers and influence future roadmap decisions.
Leads effectively through ambiguity and rapid growth, setting clarity and direction during change while inspiring teams with high energy, confidence, and accountability.
Shapes Enterprise market, account, and customer strategy, identifying growth opportunities, whitespace, and scalable motions across industries and verticals.
Partners closely with Product, Marketing, Solutioning, Customer Success, Finance, Legal, and RevOps to ensure Enterprise growth is operationally sound, repeatable, and scalable.
Develops future leaders through coaching, succession planning, and performance management aligned to the demands of enterprise-scale growth.