Principal, Sales

About the Role Pearson School Assessment is seeking a Principal, Sales to drive growth and revenue-focused business development to build and scale a Business-to-Business (B2B) revenue engine that expands Pearson’s reach through strategic partnerships, white-label platform solutions, and embedded assessment capabilities. This role is responsible for originating, advancing, and closing deals with our partners and on developing high-value B2B relationships across the education and EdTech ecosystem—structuring licensing, white-label, reseller, and co-development agreements that integrate Pearson’s assessment infrastructure into partner solutions. The Principal, Sales will actively engage in day-to-day business development—developing relationships, leading product discussions, delivering demos, structuring deals, and driving consistent weekly pipeline progression. Over time, this role may also oversee a small district-facing sales team aligned to partner-enabled growth strategies. The role focuses on integrating Pearson’s assessment platforms, content, AI scoring, psychometric services, and reporting capabilities into partner solutions through licensing, OEM, white-label, and co-development agreements. In addition, this role will provide strategic input into acquisition scouting and corporate development efforts—identifying companies and capabilities that accelerate Pearson’s growth and competitive positioning. What You’ll Do Drive Business Development & Revenue Growth Own and deliver against revenue targets with clear weekly, monthly, and quarterly pipeline progression. Identify, originate, and close new partner deals across the education assessment ecosystem. Lead all aspects of the sales cycle, including: Prospecting and relationship development Discovery and needs alignment Product positioning and solution design Contract structuring and negotiation Develop and maintain a high-quality pipeline with disciplined forecasting and deal tracking. Architect Pearson’s B2B Growth Strategy Develop and execute a national B2B partnership strategy aligned to School Assessment’s multi-year expansion plan. Identify, prioritize, and secure strategic partnerships across: EdTech providers Curriculum and content publishers AI and analytics companies Assessment innovators Data and reporting platforms Build a structured B2B pipeline with disciplined forecasting and revenue targets. Establish scalable partnership framework that drives recurring revenue. Expand White-Label & Platform Licensing Revenue Drive adoption of Pearson’s platforms (assessment delivery, authoring and content management, scoring, psychometric services, and reporting) as embedded infrastructure within partner products. Structure multi-year licensing and revenue-sharing agreements. Collaborate with Product, Technology, and Delivery & Transformation to define scalable integration models. Ensure commercial agreements align to pricing strategy, risk tolerance, and long-term margin objectives. Build and Lead Emerging B2B & District Team Capability Over time, recruit and develop a small team focused on partner-enabled district sales and expansion. Establish clear revenue targets, SIP alignment, and performance discipline. Coach team members in complex deal structuring and long-cycle capture strategies. Build scalable operating rhythms, dashboards, and partnership governance structures. Partner Relationship Development Establish and maintain relationships across partner organizations. Represent Pearson at industry conferences, investor forums, and strategic policy gatherings. Serve as a trusted advisor to external executives exploring assessment integration models. Revenue Accountability & Forecasting Discipline Own B2B revenue targets and SIP-aligned performance goals. Deliver accurate pipeline forecasting and risk assessment. Structure long-term contracts that improve revenue predictability. Partner with Finance and Legal to manage pricing, risk, and deal governance. What You’ll Bring Education Bachelor’s degree required. MBA or advanced degree preferred. Experience 10+ years of experience in business development, strategic partnerships, B2B sales, alliance management, or corporate development. Demonstrated success generating multi-million-dollar recurring revenue streams. Experience structuring OEM, licensing, white-label, embedded platform, or revenue-share agreements. Experience working within the K–12 education, assessment, EdTech, or government procurement ecosystem. Experience participating in state or district RFP environments (prime or subcontractor preferred). Experience leading or building teams in a growth-oriented environment. Core Competencies Executive presence and sophisticated negotiation skills. Strategic thinking balanced with operational execution discipline. Financial acumen (deal modeling, pricing strategy, revenue forecasting). Ability to translate complex assessment capabilities into compelling partnership value propositions. Cross-functional leadership across Product, Technology, Psychometrics, Legal, and Finance. Market radar mindset—able to identify early acquisition or partnership signals. Compensation Minimum full-time salary range is between$130,000-$140,000. This position is eligible to participate in a sales incentive plan, and information on benefits offered is here. EEO Statement 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. Reasonable Accommodation 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. #J-18808-Ljbffr