Lead, Government Relations

About the role

Pearson's Career Ready portfolio helps state systems, institutions, and employers access workforce-aligned learning and certification programs. This role positions you as both the strategic architect and lead revenue driver of the Career Ready commercial strategy.

Responsibilities

• Understand how states invest in career readiness and translate that into coordinated commercial strategy
• Directly execute state-level sales and appropriations strategy with a $20M+ target
• Own a state funding portfolio across the country and lead a team of government affairs and implementation managers who execute on state strategy
• Meet directly with state leadership, build and renew critical relationships, manage government affairs resources and lobbyists, and drive adoption and revenue growth across your portfolio

Requirements

• 10+ years of progressive experience in state government affairs, education policy, budget strategy, or related commercial roles combining policy expertise and proven commercial impact
• Direct experience securing K-12 state funding (appropriations, grants, federal passthrough)
• Proven track record of owning and closing significant state-level deals and partnerships with direct accountability for revenue
• Build and renew long-term relationships with state education officials, governors' staff, appropriations leaders, and key state decision-makers
• Deep understanding of state education systems, K-12 workforce development, state budget processes, appropriations mechanisms, and funding pathways
• Demonstrated success managing and developing sales or government affairs teams
• Strong analytical and strategic thinking; excellent written and verbal communication skills with C-suite executives and state officials

Qualifications

• Bachelor's degree in Political Science, Public Policy, Business, Education, Economics, or related field
• Extensive K-12 education, CTE, or workforce development sector background
• Experience in professional services, consulting, or EdTech with proven state-focused go-to-market success
• Track record of multi-state appropriations strategy and competitive pursuit of state funding
• Experience managing government affairs resources, lobbyists, and outside consultants
• Sales leadership background in education with quota-carrying experience

Preferred Qualifications

• Graduate degree in Business Administration, Public Policy, Education, or related field

What You Will Do

This is a sales and execution role grounded in strategic expertise. You develop and own market, policy, and state-level strategy while leading a team and directly driving revenue through state appropriations and funding mechanisms. You carry quota responsibility for $20M+ in state funding and own key state relationships.

State Revenue Leadership & Strategy Execution

• Own a portfolio of strategic states and carry quota responsibility for securing $20M+ in state appropriations, grants, and other state funding mechanisms
• Meet directly with state education leadership, governors' offices, and appropriations officials; develop and renew key relationships; lead contract negotiations and manage government affairs resources
• Conduct research and analysis of state trends, budget priorities, and legislative activity to identify funding opportunities and inform commercial priorities
• Develop integrated state strategy frameworks that connect state priorities, funding mechanisms, regulatory requirements, and commercial opportunity into coordinated go-to-market plays
• Lead state certification placements and ensure Pearson offerings are positioned competitively in state procurement and funding decisions

Government Affairs, Policy, and Team Leadership

• Direct and align the strategy of Pearson's government affairs teams to ensure state-level awareness, policy alignment, and budgetary support for our priorities
• Oversee advocacy initiatives and public policy campaigns that shape state environments favorably for product adoption and funding flow
• Oversee advocacy initiatives and public policy campaigns that shape state environments favorably for product adoption and funding flow
• Manage and develop a team of government affairs and implementation managers; set performance expectations, provide coaching, and build a high-performing state affairs team
• Work cross-functionally with Product, Marketing, and Revenue Operations to ensure go-to-market support and operations alignment