Sales Team Manager, Executive Sales Specialists (Specialties)

Reporting to the VP of Sales, the ESS Team Manager, Specialties, is responsible for recruiting, developing, and leading a high-performing team of sales specialists serving nursing and business departments across higher education institutions. This leader will shape regional sales strategy, develop and coach top sales talent, execute disciplined account strategies, and partner cross-functionally to deliver customer value, learner progression, market share growth, and profitable revenue growth. Success in this role requires strong leadership capability, strategic thinking, operational discipline, and the ability to lead teams effectively through change in a dynamic business environment.

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

What You'll Do

Build and Lead a High-Performing Sales Team

• Recruit, hire, onboard, develop, and retain a strong team of sales specialists, ensuring an effective onboarding and first-year experience for new hires

• Create a culture of accountability, collaboration, continuous improvement, and customer focus through consistent coaching, feedback, and performance management

• Coach team members on strategic selling, territory planning, pipeline management, account strategy development, and effective sales execution

• Drive accountability for KPIs, pipeline health, forecasting accuracy, and key milestones throughout the sales process through ongoing coaching, success planning, and formal performance management when necessary

• Reinforce disciplined use of CRM systems, sales tools, customer success resources, and product/platform knowledge across the team

Drive Strategic Growth and Customer Engagement

• Set strategic vision and sales priorities to achieve or exceed subscription revenue growth and market share targets across current and evolving business models

• Develop and execute effective regional and account-level sales strategies that deliver customer value, learner progression, and business growth

• Partner closely with enterprise account executives, business development teams, marketing, product, and services partners to strengthen strategic account engagement and maximize growth opportunities

• Effectively represent Pearson's enterprise-level products and service solutions and partner with customers to co-create solutions aligned to institutional goals

• Strategically align internal Pearson resources, including product, faculty advisor, author, and customer support teams, to strengthen competitive positioning and maximize adoption opportunities within key accounts

Lead with Operational Excellence

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

• Monitor territory performance, KPIs, pipeline health, and forecasting discipline to drive accountability and business results

• Manage team budgets and contribute to national task forces and continuous improvement initiatives

• Reinforce scalable, customer-centered collaboration between sales and services teams to support a high-quality customer experience

What Success Looks Like

Success in this role will be measured by:

• Achievement or exceedance of subscription-based sales and market share growth targets

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

• Strong pipeline management, forecasting discipline, and operational execution

• Effective strategic account engagement and cross-functional collaboration

• Delivery of a scalable and high-quality customer experience

What You Bring

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

• 5+ years of successful sales experience within the higher education market 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, consultative selling, and account planning capabilities

• Demonstrated ability to analyze, organize, and present data-driven insights and compelling value propositions to support business opportunities

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

• Demonstrated problem-solving capability and sound business judgment

• 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

• Coaching-oriented leader who is motivated by developing others and building team success

• Achievement-driven with strong execution focus and accountability standards

• Strategic and analytical thinker who can navigate ambiguity and identify growth opportunities

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

• Collaborative leader who can effectively lead teams while operating successfully across matrixed organizations

• Adaptable and resilient, with the ability to lead effectively through change

• Self-directed, highly organized, and capable of managing multiple priorities and workstreams

• Demonstrates learning agility, initiative, persistence, and tenacity

Compensation

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

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: GO_TO_MARKET

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