Role Summary

The Advanced Expert at this tier independently drives the delivery of sophisticated territory models, segmentation logic, and continuous process improvements that have clear operational impact on sales results. Tasked with integrating disparate data sources, they synthesize insights to inform territory carving and resource deployment recommendations that enable team effectiveness. Contributing to major initiatives within their function, this expert acts as a technical leader—offering pragmatic solutions for sales process challenges, and mentoring peers in methodical problem-solving and data stewardship. Their decision-making focuses on immediate operational improvements and the sustainable application of new frameworks, with risk managed through diligent testing and documentation.

Role Overview

Pearson is seeking a Sales Strategy & Planning Lead to lead the design and execution of a unified segmentation, coverage, and scale motion strategy across the company. This role sits within the central Business Architecture team in Revenue Operations, responsible for shaping Pearson’s GTM blueprint and sales strategy—who we sell to, how we engage them, and how we scale impact across customer segments.

In this highly cross-functional role, you will build the frameworks that define how we segment customers, prioritize accounts, and deploy coverage models, spanning field-led, inside sales–led, and marketing-led motions. You will ensure alignment across business units and clarity for the field, while enabling Pearson to rapidly test, iterate, and scale GTM motions toward measurable impact.

This role is ideal for a strategic operator who thrives in complexity, connects data to decision-making, and designs systems that enable precision targeting, scalable execution, and sustainable growth.

Key Responsibilities

• Segmentation Strategy: Build and maintain a company-wide segmentation model based on firmographics, behavior, lifecycle stage, and strategic value. Ensure it’s actionable, measurable, and embedded in core planning and reporting systems.
• Top Account & Growth Prioritization: Define and socialize Pearson’s most critical accounts and segments, including clear differentiation between high-touch field coverage and scale segments.
• Territory, Coverage, and Scale Motion Design: Develop frameworks to ensure every account and segment has an intentional coverage approach, including field, inside sales, and marketing-led scale motions. Design coverage models that balance growth potential, effort, and scalability, enabling fair and efficient resource allocation. Enable Business Architects and Sales Leaders to make informed decisions that align to BU goals while supporting repeatable scale motions.
• Execution, Governance & Iteration: Operationalize segmentation and territory logic across systems (e.g., CRM), dashboards, and planning workflows. Lead governance rhythms to evolve the model, test and iterate scale motions, track adoption, and measure impact (productivity, coverage, and growth).
• Cross Functional Alignment: Partner with Sales, Marketing, Product, Finance, and RevOps to integrate segmentation into planning, targeting, demand generation, and investment decisions. 

What Success Looks Like

• A clearly defined and adopted segmentation model aligned across BUs
• Territory and role designs that enable growth, clarity, and efficiency
• Measurable gains in seller productivity, market coverage, and pipeline performance
• A repeatable GTM planning process that evolves with business needs

Who We Are Looking For

• Experience: 5+ years of experience in strategy, operations, or GTM planning
• Expertise: Experience in segmentation, territory planning, and sales planning at scale
• Strategic & Analytical: Able to zoom out for big-picture thinking and zoom in to model and operationalize
• Execution-Oriented: Drives complex workstreams with multiple stakeholders and limited structure
• Collaborative Influencer: Aligns senior leaders and cross-functional teams in a matrixed environment
• Communicator: Distills complexity and drives clarity across all levels of the organization

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:   

The minimum full-time salary range is between $150,000 to $190,000. 

This position is eligible to participate in an annual incentive program, and information on benefits offered is here. 

Applications will be accepted through February 1, 2026. This window may be extended depending on business needs.

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