Principal, Business Architecture

Pearson VUE

Sales Strategy Architect for Pearson's Enterprise business. Leading customer segmentation, sales process design, and aligning sales, product, and marketing functions to drive growth.

Posted 6/17/2026full-timeRemote • New Jersey • 🇺🇸 United StatesLead💰 $150,000 - $190,000 per yearWebsite

About the role

Key responsibilities & impact

Design Customer Segmentation: Create frameworks using firmographics, buying behavior, and lifecycle data to identify high-value opportunities and guide sales toward segments that drive growth and learner impact.
Resourcing, Territory & Coverage Modeling: Optimize how we deploy sales resources across Field, Inside Sales, Renewals, and Channel teams. Your designs will balance market coverage, productivity, and equity while supporting our growth targets.
Sales Motions & Role Design: Define the roles we need across the entire funnel and orchestrate how they work together to convert demand into revenue. You'll create the playbook that turns prospects into long-term learning partners.
Sales Compensation Strategy: Design and refine incentive structures that align seller behavior with business priorities. Partner with Finance and HR to build comp plans that drive the right outcomes across segments, roles, and sales motions — ensuring pay-for-performance clarity while supporting retention and talent acquisition goals
Sales Stage & Process Architecture: Establish clear definitions, metrics, and expectations for each stage of the sales process, aligned with CRM and forecasting needs from lead qualification to close and renewal. Drive consistency, predictability, and pipeline visibility.
Voice of the Field & Customer: Build systematic ways to gather insights from field teams and customers, translating them into actionable recommendations for Product & Marketing.

Requirements

What you’ll need

5+ years in sales, strategy, ops or GTM roles (B2B tech or learning environments preferred)
Deep understanding of sales orgs and GTM models, with hands-on experience in segmentation, territory planning, sales process design, or enablement
Role Type: Senior Individual Contributor - you'll drive strategic initiatives through expertise and cross-functional collaboration without direct reports
Strategic Thinker: You see the big picture and can break down complex business challenges into actionable frameworks. Strong analytical skills and a structured approach to solving business problems
Execution Catalyst: You don't just create plans—you drive them to completion. You thrive in ambiguous environments and iterate rapidly toward impact.
Collaborative Influencer with ability to align and influence cross-functional teams (Sales, Marketing, Product, Finance, and Ops)
Growth Mindset: You're curious, adaptable, and excited by the challenge of scaling systems that directly impact how people learn and grow.

Benefits

Comp & perks

This position is eligible to participate in an annual incentive program, and information on benefits offered is here.

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

customer segmentationterritory planningsales process designsales compensation strategysales stage architecturedata analysisCRMforecastingincentive structuresbusiness strategy

Soft Skills

strategic thinkinganalytical skillsexecutioncollaborationinfluenceadaptabilityproblem-solvingcommunicationcuriosityleadership