Lead Specialist, Accounts

Role Purpose

The Senior Strategic Seller (Account Executive) responsible for identifying and converting the highest-value opportunities within in-region Large Accounts (> $500K), structuring multi-product deals, and serving as a deal-shaping expert and peer coach.

• Owns a strategic portfolio of in-region Large Accounts with>$500K deal potential; drives new logo acquisition and large expansions.
• Leads complex opportunity strategy: customer discovery, solution architecture with Solutioning, stakeholder mapping, mutual plans, and executive alignment.
• Structures multi-product solutions and commercial proposals; navigates pricing, packaging, and contracting with Legal/Finance/Rev Ops.
• Mobilizes Marketing and Solutioning support for deals that exceed $500K; ensures cohesive messaging and differentiated value propositions.
• Acts as a subject-matter expert on Pearson’s portfolio; helps customers connect needs to outcomes across product lines.
• Provides informal leadership by mentoring peers, sharing best practices, and supporting leader-led deal reviews and enablement activities.
• Maintains rigorous CRM hygiene and forecasting; identifies risks and mitigations early in the cycle.

• Primary focus: large, complex pursuits and expansions in Large Accounts; advanced sales cycle ownership from qualification through close.
• Influence: leads virtual account teams (Solutioning, Marketing, Product specialists, Customer Success) without formal authority.
• Measures of success: individual quota attainment, average deal size, multi-product attach rate, win rate on>$500K pursuits, pipeline quality, forecast accuracy, and contribution to team capability.

• Customer/learner focus: prioritizes customer outcomes and long-term value.
• Collaboration:
  
  works effectively across Marketing, Solutioning, Customer Success, Rev Ops, Product, Legal, and Finance.
• Accountability: owns commitments, uses data to manage performance, and follows governance.
• Integrity: acts ethically and transparently in all customer and internal interactions.
• Continuous improvement: seeks scalable ways to simplify, automate, and improve the sales/renewal experience.

• Proven track record closing complex enterprise deals and expansions, ideally including $500K opportunities.
• Advanced consultative selling skills (discovery, executive alignment, value/ROI articulation, negotiation).
• Ability to sell broad portfolios and assemble integrated, multi-product solutions.
• Strong collaboration skills to lead virtual teams and coordinate support functions.
• Comfort with ambiguity and ability to independently prioritize the highest-value opportunities.

• Experience selling to senior executives and multi-threading within complex organizations.
• Experience with MEDDICC / Challenger / similar enterprise sales methodologies.
• Background in education, learning, talent, or HR technology markets.

• This role may require periodic travel to customer sites and internal meetings, depending on region and portfolio needs.
• Work is performed in a typical office/home-office environment with regular use of standard sales and collaboration tools.

Note:

This job description outlines the general nature and level of work. It is not intended to be an exhaustive list of all responsibilities, duties, and skills required

Compensation at Pearson is influenced by a wide array of factors including but not limited to skill set, level of experience, and specific location.

As required by California, Colorado, Hawaii, Illinois, Maryland, Minnesota, New Jersey, New York State, New York City, Vermont, Washington State, and Washington DC laws, the pay range for this…