Regional Team Manager, Executive Sales Specialists (West)

About the position Reporting to the VP of Sales, this leader will shape regional sales strategy, build strong sales talent, and partner cross-functionally to deliver customer value, learner progression, and profitable revenue growth. This role is ideal for a strategic, coaching-oriented sales leader who combines strong business acumen, operational discipline, and a passion for developing people. Success in this role requires the ability to lead through change, drive accountability, and build a culture of high performance and collaboration in a dynamic and evolving business environment. This is a remote/home-based position with approximately 40% travel. Relocation is not available for this position.

Responsibilities

• Lead and Develop a High-Performing Sales Team: Recruit, hire, onboard, coach, and retain a high-performing team of Executive Sales Specialists, ensuring a strong first-year experience and ongoing professional development for all team members.
• Build a culture of accountability, collaboration, and continuous improvement through regular coaching on territory planning, pipeline management, strategic selling, and sales process execution.
• Drive performance through clear expectations, KPI management, feedback, success planning, and formal performance management when necessary.
• Effectively leverage sales coaching tools and reinforce strong adoption of CRM systems, sales tools, customer success resources, and product knowledge across the team.
• Drive Strategic Growth and Customer Engagement: Set strategic vision and regional priorities to achieve or exceed sales targets, including subscription-based revenue growth and market share gains across current and evolving business models.
• Develop and execute regional and strategic account plans in partnership with enterprise account executives, business development teams, marketing, product, and services partners to maximize customer engagement and growth opportunities.
• Represent Pearson’s enterprise-level products and services while partnering with customers to co-create solutions that support institutional goals, learner outcomes, and long-term business growth.
• Strategically deploy internal resources to support key adoption opportunities and strengthen competitive positioning in the market.
• Drive Operational Excellence: Use data, analytics, forecasting, and business reporting to prioritize opportunities, monitor pipeline health, guide decision-making, and improve sales execution across territories.
• Manage team budgets, contribute to national initiatives and continuous improvement efforts, and reinforce scalable, customer-centered collaboration between sales and services teams to deliver a high-quality customer experience.

Requirements

• Bachelor’s degree or equivalent combination of education and relevant professional experience.
• Minimum of 5 years of demonstrated successful sales performance within higher education 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, account planning, and consultative selling capabilities.
• Demonstrated ability to analyze and present data to support business decisions, opportunities, and customer value articulation.
• Strong analytical, financial, and business reporting skills with the ability to make data-informed decisions.
• 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.

Nice-to-haves

• Achievement-driven leader with strong coaching capability and a focus on developing others to succeed.
• Strategic, analytical, and adaptable thinker who can navigate ambiguity and lead effectively through change.
• Strong communicator with high emotional intelligence and the ability to build trusted relationships across customers, employees, and cross-functional partners.
• Self-directed and highly organized, with strong execution discipline, learning agility, resilience, and tenacity.

Benefits

• Sales Incentive program

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