Lead Specialist, Large Accounts

Role Purpose

The Senior Strategic Seller (Account Executive) is responsible for identifying and converting the highest-value opportunities within in-region Large Accounts (> $500K), structuring multi-product deals, and serving as a deal-shaping expert and peer coach.

Key Responsibilities

• Owns a strategic portfolio of in-region Large Accounts with >$500K deal potential; drives new logo acquisition and large expansions.
• Leads complex opportunity strategy: customer discovery, solution architecture with Solutioning, stakeholder mapping, mutual plans, and executive alignment.
• Structures multi-product solutions and commercial proposals; navigates pricing, packaging, and contracting with Legal/Finance/RevOps.
• Mobilizes Marketing and Solutioning support for deals that exceed $500K; ensures cohesive messaging and differentiated value propositions.
• Acts as a subject-matter expert on Pearson's portfolio; helps customers connect needs to outcomes across product lines.
• Provides informal leadership by mentoring peers, sharing best practices, and supporting leader-led deal reviews and enablement activities.
• Maintains rigorous CRM hygiene and forecasting; identifies risks and mitigations early in the cycle.

Scope & Impact

Primary focus: large, complex pursuits and expansions in Large Accounts; advanced sales cycle ownership from qualification through close.

Influence: leads virtual account teams (Solutioning, Marketing, Product specialists, Customer Success) without formal authority.

Measures of success: individual quota attainment, average deal size, multi-product attach rate, win rate on >$500K pursuits, pipeline quality, forecast accuracy, and contribution to team capability.

Essential Behaviors & Competencies

• Customer/learner focus: prioritizes customer outcomes and long-term value.
• Collaboration: works effectively across Marketing, Solutioning, Customer Success, RevOps, Product, Legal, and Finance.
• Accountability: owns commitments, uses data to manage performance, and follows governance.
• Integrity: acts ethically and transparently in all customer and internal interactions.
• Continuous improvement: seeks scalable ways to simplify, automate, and improve the sales/renewal experience.

Required Qualifications

• Proven track record closing complex enterprise deals and expansions, ideally including >$500K opportunities.
• Advanced consultative selling skills (discovery, executive alignment, value/ROI articulation, negotiation).
• Ability to sell broad portfolios and assemble integrated, multi-product solutions.
• Strong collaboration skills to lead virtual teams and coordinate support functions.
• Comfort with ambiguity and ability to independently prioritize the highest-value opportunities.

Preferred Qualifications

• Experience selling to senior executives and multi-threading within complex organizations.
• Experience with MEDDICC / Challenger / similar enterprise sales methodologies.
• Background in education, learning, talent, or HR technology markets.

Working Conditions

• This role may require periodic travel to customer sites and internal meetings, depending on region and portfolio needs.
• Work is performed in a typical office/home-office environment with regular use of standard sales and collaboration tools.