Lead Specialist, Large Accounts

Pearson; Sacramento (CA); Hybrid; USD 105,000 - 170,000; Full time

Job summary

Pearson seeks a Senior Strategic Seller to own high-value Large Accounts in-region, shaping multi-product deals and driving new logo acquisition and expansions. You will lead complex opportunity strategies, align executives, and coordinate virtual teams to deliver differentiated value across Pearson’s portfolio.

You will mentor peers, maintain CRM hygiene, and forecast with precision while navigating pricing, packaging, and contracting with Legal/Finance/RevOps.

Qualifications

• 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.

Responsibilities

• Owns a strategic portfolio of Large Accounts with $500K+ deal potential; drives new logo acquisition and large expansions.
• Leads complex opportunity strategy: discovery, solutioning, stakeholder mapping, mutual plans, executive alignment.
• Structures multi-product solutions and commercial proposals; navigates pricing, packaging, and contracting with Legal/Finance/RevOps.

Skills

Enterprise sales

Consultative selling

Executive alignment

Multi-product selling

Virtual teams leadership

Tools

MEDDICC

Challenger

Job description

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.

Key Responsibilities

• 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/RevOps.
• 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.

Scope & Impact (Career Architecture Alignment)

• 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.

Essential Behaviors & Competencies

• Customer/learner focus: prioritizes customer outcomes and long-term value.
• Collaboration: works effectively across Marketing, Solutioning, Customer Success, RevOps, 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.

Required Qualifications

• 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.

Preferred Qualifications

• 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.

Working Conditions

• 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 position is as follows:

Minimum full-time salary range is between $105,000 - $170,000.

This position is eligible to participate in a sales incentive plan , and information on benefits offered is here .

Applications will be accepted through September 18, 2026. This window may be extended depending on business needs.

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 [e-mail].

Job: Sales

Job Family: GO_TO_MARKET

Organization: Enterprise Learning & Skills

Schedule: FULL_TIME

Workplace Type:

Req ID: 25687

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