Regional Team Manager, Executive Sales Specialists (West)

Reporting to the VP of Sales, this leader will shape regional sales strategy, build strong sales talent, and partner cross-functionally to deliver customer value, learner progression, and profitable revenue growth.

This role is ideal for a strategic, coaching-oriented sales leader who combines strong business acumen, operational discipline, and a passion for developing people. Success in this role requires the ability to lead through change, drive accountability, and build a culture of high performance and collaboration in a dynamic and evolving business environment.

This is a remote/home-based position with approximately 40% travel. Relocation is not available for this position.

What You’ll Do

Lead and Develop a High-Performing Sales Team

• Recruit, hire, onboard, coach, and retain a high-performing team of Executive Sales Specialists, ensuring a strong first-year experience and ongoing professional development for all team members



• Build a culture of accountability, collaboration, and continuous improvement through regular coaching on territory planning, pipeline management, strategic selling, and sales process execution



• Drive performance through clear expectations, KPI management, feedback, success planning, and formal performance management when necessary



• Effectively leverage sales coaching tools and reinforce strong adoption of CRM systems, sales tools, customer success resources, and product knowledge across the team

Drive Strategic Growth and Customer Engagement

• Set strategic vision and regional priorities to achieve or exceed sales targets, including subscription-based revenue growth and market share gains across current and evolving business models



• Develop and execute regional and strategic account plans in partnership with enterprise account executives, business development teams, marketing, product, and services partners to maximize customer engagement and growth opportunities



• Represent Pearson’s enterprise-level products and services while partnering with customers to co-create solutions that support institutional goals, learner outcomes, and long-term business growth



• Strategically deploy internal resources to support key adoption opportunities and strengthen competitive positioning in the market

Drive Operational Excellence

• Use data, analytics, forecasting, and business reporting to prioritize opportunities, monitor pipeline health, guide decision-making, and improve sales execution across territories



• Manage team budgets, contribute to national initiatives and continuous improvement efforts, and reinforce scalable, customer-centered collaboration between sales and services teams to deliver a high-quality customer experience

Success in This Role

Success in this role will be measured by:

• Achievement or exceedance of regional sales targets, subscription revenue growth, and market share gains



• Development, engagement, and retention of high-performing sales talent



• Strong pipeline discipline, forecasting accuracy, and operational execution



• Effective cross-functional collaboration and strategic account engagement



• Delivery of a scalable, high-quality customer experience

Required Experience and Qualifications

• Bachelor’s degree or equivalent combination of education and relevant professional experience



• Minimum of 5 years of demonstrated successful sales performance within higher education or a related enterprise sales environment



• Proven ability to lead, coach, and develop high-performing teams in a dynamic business environment



• Strong strategic selling, territory management, account planning, and consultative selling capabilities



• Demonstrated ability to analyze and present data to support business decisions, opportunities, and customer value articulation



• Strong analytical, financial, and business reporting skills with the ability to make data-informed decisions



• Proven ability to collaborate effectively across cross-functional teams to support customer and business outcomes



• Proficiency with CRM systems, sales reporting tools, Microsoft Office applications, and project management tools

Leadership Attributes

• Achievement-driven leader with strong coaching capability and a focus on developing others to succeed



• Strategic, analytical, and adaptable thinker who can navigate ambiguity and lead effectively through change



• Strong communicator with high emotional intelligence and the ability to build trusted relationships across customers, employees, and cross-functional partners



• Self-directed and highly organized, with strong execution discipline, learning agility, resilience, and tenacity

Compensation

The anticipated base salary range for this role is $110,000–$160,000 for candidates located on the West Coast. This position is also eligible to participate in a Sales Incentive program. Actual compensation will vary based on experience, skills, and geographic location.

Who we are:

At Pearson, our purpose is simple: to help people realize the life they imagine through learning. We believe that every learning opportunity is a chance for a personal breakthrough. We are the world's lifelong learning company. For us, learning isn't just what we do. It's who we are. To learn more: We are Pearson.

Pearson is an Equal Opportunity Employer and a member of E-Verify. Employment decisions are based on qualifications, merit and business need. Qualified applicants will receive consideration for employment without regard to race, ethnicity, color, religion, sex, sexual orientation, gender identity, gender expression, age, national origin, protected veteran status, disability status or any other group protected by law. We actively seek qualified candidates who are protected veterans and individuals with disabilities as defined under VEVRAA and Section 503 of the Rehabilitation Act.

If you are an individual with a disability and are unable or limited in your ability to use or access our career site as a result of your disability, you may request reasonable accommodations by emailing TalentExperienceGlobalTeam@grp.pearson.com.

Job: Sales

Job Family: GOTOMARKET

Organization: Higher Education

Schedule: FULL_TIME

Workplace Type: Remote

Req ID: 23980