Principal, Business Architecture
Pearson is seeking a Sales Strategy Architect for our Enterprise business to shape how we go to market unlock new paths to growth. This role is part of the centralized Business Architecture team within Revenue Operations and is responsible for shaping the GTM blueprint & sales strategy —who we sell to, how we engage them, and how internal resources come together to deliver impact.
You will lead the planning and design work behind customer segmentation, territory modeling, and sales process architecture, ensuring that the revenue engine is scalable, data-driven, and customer-centric. This role sits at the intersection of strategy and execution and plays a pivotal role in aligning Sales, Product, and Marketing functions around growth.
You're structured, analytical, entrepreneurial, curious, and excited to apply your passion to defining the right sales coverage models to accelerate our ability to serve our customers and mission.
Key Responsibilities
Design Customer Segmentation: Create frameworks using firmographics, buying behavior, and lifecycle data to identify high-value opportunities and guide sales toward segments that drive growth and learner impact.
Resourcing, Territory & Coverage Modeling: Optimize how we deploy sales resources across Field, Inside Sales, Renewals, and Channel teams. Your designs will balance market coverage, productivity, and equity while supporting our growth targets.
Sales Motions & Role Design: Define the roles we need across the entire funnel and orchestrate how they work together to convert demand into revenue. You'll create the playbook that turns prospects into long-term learning partners.
Sales Compensation Strategy: Design and refine incentive structures that align seller behavior with business priorities. Partner with Finance and HR to build comp plans that drive the right outcomes across segments, roles, and sales motions — ensuring pay-for-performance clarity while supporting retention and talent acquisition goals
Sales Stage & Process Architecture: Establish clear definitions, metrics, and expectations for each stage of the sales process, aligned with CRM and forecasting needs from lead qualification to close and renewal. Drive consistency, predictability, and pipeline visibility.
Voice of the Field & Customer: Build systematic ways to gather insights from field teams and customers, translating them into actionable recommendations for Product & Marketing.
What Success Looks Like
A clearly defined and adopted GTM model aligned across Sales, Product, and Marketing
Territory and role designs that support scale, clarity, and growth
Measurable improvements in seller productivity, market coverage, and pipeline performance
Field teams executing consistently against defined motions and processes
A repeatable GTM planning process that evolves with the business
Who We Are Looking For
5+ years in sales, strategy, ops or GTM roles (B2B tech or learning environments preferred)
Deep understanding of sales orgs and GTM models, with hands-on experience in segmentation, territory planning, sales process design, or enablement
Role Type: Senior Individual Contributor - you'll drive strategic initiatives through expertise and cross-functional collaboration without direct reports
Strategic Thinker: You see the big picture and can break down complex business challenges into actionable frameworks. Strong analytical skills and a structured approach to solving business problems
Execution Catalyst: You don't just create plans—you drive them to completion. You thrive in ambiguous environments and iterate rapidly toward impact.
Collaborative Influencer with ability to align and influence cross-functional teams (Sales, Marketing, Product, Finance, and Ops)
Growth Mindset: You're curious, adaptable, and excited by the challenge of scaling systems that directly impact how people learn and grow.
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 June 26, 2026. This window may be extended depending on business needs.
#LI-LB1
You will lead the planning and design work behind customer segmentation, territory modeling, and sales process architecture, ensuring that the revenue engine is scalable, data-driven, and customer-centric. This role sits at the intersection of strategy and execution and plays a pivotal role in aligning Sales, Product, and Marketing functions around growth.
You're structured, analytical, entrepreneurial, curious, and excited to apply your passion to defining the right sales coverage models to accelerate our ability to serve our customers and mission.
Key Responsibilities
Design Customer Segmentation: Create frameworks using firmographics, buying behavior, and lifecycle data to identify high-value opportunities and guide sales toward segments that drive growth and learner impact.
Resourcing, Territory & Coverage Modeling: Optimize how we deploy sales resources across Field, Inside Sales, Renewals, and Channel teams. Your designs will balance market coverage, productivity, and equity while supporting our growth targets.
Sales Motions & Role Design: Define the roles we need across the entire funnel and orchestrate how they work together to convert demand into revenue. You'll create the playbook that turns prospects into long-term learning partners.
Sales Compensation Strategy: Design and refine incentive structures that align seller behavior with business priorities. Partner with Finance and HR to build comp plans that drive the right outcomes across segments, roles, and sales motions — ensuring pay-for-performance clarity while supporting retention and talent acquisition goals
Sales Stage & Process Architecture: Establish clear definitions, metrics, and expectations for each stage of the sales process, aligned with CRM and forecasting needs from lead qualification to close and renewal. Drive consistency, predictability, and pipeline visibility.
Voice of the Field & Customer: Build systematic ways to gather insights from field teams and customers, translating them into actionable recommendations for Product & Marketing.
What Success Looks Like
A clearly defined and adopted GTM model aligned across Sales, Product, and Marketing
Territory and role designs that support scale, clarity, and growth
Measurable improvements in seller productivity, market coverage, and pipeline performance
Field teams executing consistently against defined motions and processes
A repeatable GTM planning process that evolves with the business
Who We Are Looking For
5+ years in sales, strategy, ops or GTM roles (B2B tech or learning environments preferred)
Deep understanding of sales orgs and GTM models, with hands-on experience in segmentation, territory planning, sales process design, or enablement
Role Type: Senior Individual Contributor - you'll drive strategic initiatives through expertise and cross-functional collaboration without direct reports
Strategic Thinker: You see the big picture and can break down complex business challenges into actionable frameworks. Strong analytical skills and a structured approach to solving business problems
Execution Catalyst: You don't just create plans—you drive them to completion. You thrive in ambiguous environments and iterate rapidly toward impact.
Collaborative Influencer with ability to align and influence cross-functional teams (Sales, Marketing, Product, Finance, and Ops)
Growth Mindset: You're curious, adaptable, and excited by the challenge of scaling systems that directly impact how people learn and grow.
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 June 26, 2026. This window may be extended depending on business needs.
#LI-LB1