Pearson · 3 days ago
Sales Strategy & Planning Lead, Business Architecture
Des Moines, IA
Full-time
Onsite
Senior Level
$150K/yr - $190K/yr
5+ years expPearson is a global leader in lifelong learning, seeking a Sales Strategy & Planning Lead to design and execute a unified segmentation and coverage strategy across the company. This role involves building frameworks for customer segmentation, prioritizing accounts, and ensuring cross-functional alignment to drive measurable impact in sales operations.
BooksDigital MediaEdTechEducationHigher Education
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
Qualification
Required
5+ years of experience in strategy, operations, or GTM planning
Experience in segmentation, territory planning, and sales planning at scale
Able to zoom out for big-picture thinking and zoom in to model and operationalize
Drives complex workstreams with multiple stakeholders and limited structure
Aligns senior leaders and cross-functional teams in a matrixed environment
Distills complexity and drives clarity across all levels of the organization
Benefits
Eligible to participate in an annual incentive program
Company
Pearson
Pearson operates as a media and education company that offers a wide range of services to its customers.
10001+ employees
Funding
Current Stage
Public CompanyTotal Funding
unknown1969-08-13IPO
Leadership Team
Liav Even-Chen
Chief Financial Officer (Pearson Israel)
Kim England
Vice President, Digital Employee Experience and Community Engagement
Recent News
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