Specialist, Sales (Richmond, VA)

Job Description

At Pearson, we're committed to helping people realize the life they imagine through learning. Our team is passionate about creating innovative education solutions that empower learners, educators, and institutions around the world. As we continue to transform the future of learning, we're looking for motivated sales professionals who thrive on building relationships, exceeding goals, and making a meaningful impact.

This Specialist, Sales role aligns with the industry title of Territory Manager and is responsible for driving sales growth, renewing existing business, and developing new customer relationships within an assigned geographic territory.

Location: Richmond, VA. This position is classified as remote; however, the selected candidate is expected to be client-facing on local college and university campuses approximately 3-4 days per week.

What You'll Do

As a Specialist, Sales (Territory Manager), you'll own your territory, build lasting customer relationships, identify new growth opportunities, and deliver exceptional customer experiences. You'll be part of Pearson's Career Ready teama collaborative, high-performing sales organization known for raising the bar through hard work, resilience, and a passion for helping educators prepare learners for career success.

Sales & Territory Management

• Manage and grow an assigned geographic territory through renewals, expansion opportunities, and new customer acquisition.
• Develop and execute strategic territory plans to achieve and exceed sales goals.
• Prospect new business through outbound calling, networking, referrals, and targeted outreach.
• Conduct engaging virtual presentations and occasional in-person meetings with prospective and existing customers.
• Manage the full sales cycle from prospecting through closing.
• Effectively address customer objections and provide consultative solutions that meet customer needs.
• Maintain accurate sales forecasts on a monthly, quarterly, and annual basis using CRM tools.
• Attend conferences, events, and trade shows to generate leads and strengthen customer relationships.
• Partner closely with Onboarding and Customer Support teams to ensure a seamless customer experience and drive long-term satisfaction.
• Complete required product and platform certifications to maintain expertise and effectively support customers.

What You'll Bring

Required Qualifications

• Demonstrated success meeting or exceeding sales quotas in a quota-carrying sales role.
• Strong presentation and communication skills, both virtual and in person.
• Excellent organizational skills with strong attention to detail.
• Experience managing multiple customer relationships and priorities simultaneously.
• Self-motivated with the ability to work independently while contributing to a collaborative team environment.
• Ability to thrive in a fast-paced, goal-oriented sales environment.

Preferred Qualifications

• Bachelor's degree in Business, Marketing, Education, or a related field.
• 510 years of successful sales experience.
• Experience selling into the education, EdTech, or learning solutions market is highly preferred.
• Experience with CRM platforms and sales forecasting tools.
• Relevant sales or product certifications are a plus.

Key Competencies

• Results-driven with a strong sense of accountability.
• Consultative selling and relationship-building skills.
• Excellent verbal, written, and presentation abilities.
• Strong time management and prioritization skills.
• Problem-solving mindset with the ability to overcome objections and identify customer solutions.
• Collaborative team player committed to customer success.

If you're energized by building relationships, solving customer challenges, and helping educators and learners succeed, we'd love to hear from you. Join Pearson and help shape the future of learning while advancing your sales career with a global leader in education.

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 the 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:

Minimum full-time salary range is between $65,000 - $75,000.

This position is eligible to participate in a sales incentive plan, and information on benefits offered is here.

Pearson is an Equal Opportunity Employer and a member of E-Verify. Employment decisions are based on qualifications, merit and business need. Qualified applicants will receive consideration for employment without regard to race, ethnicity, color, religion, sex, sexual orientation, gender identity, gender expression, age, national origin, protected veteran status, disability status or any other group protected by law. We actively seek qualified candidates who are protected veterans and individuals with disabilities as defined under VEVRAA and Section 503 of the Rehabilitation Act.

If you are an individual with a disability and are unable or limited in your ability to use or access our career site as a result of your disability, you may request reasonable accommodations by emailing View email address on click.appcast.io.