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Job Title: Enterprise Revenue Development Lead
Career Architecture:
Lead Specialist, Sales
Location:
UK based – serving EMEA
Pearson Global Enterprise Sales Team
The Pearson Global Enterprise Sales Team focuses on enhancing workforce competitiveness and adaptability by unlocking human potential, productivity, and career progression. We collaborate with over 200 enterprises and governments to close skills gaps and develop critical talent. The division focuses on three main themes:
- Employability for the future of work
- Verified skills for better human capital decisions
- Shaping a skills system across governments, institutions, and employers.
We help enterprises drive productivity and growth by transforming workforce evaluation, assessment, and reskilling processes, and delivering vocational training and qualifications. We assist employers in understanding labour market dynamics and futureproofing their workforces, while helping workers gain necessary skills. Our mission is to improve career prospects by being a trusted skilling partner to enterprises and Governments supporting them to plan, source and develop talent.
Job Summary:
The Enterprise Revenue Development Lead is responsible for shaping and accelerating Pearson's enterprise pipeline generation capability across EMEA. Operating at the intersection of Sales, Marketing and Revenue Operations, the role identifies high-value growth opportunities, develops strategic account engagement plans, creates qualified enterprise conversations and builds repeatable revenue development frameworks that drive sustainable pipeline growth.
This is not a traditional SDR or BDR role focused on high-volume activity. The role applies consultative engagement, commercial insight, account intelligence and stakeholder mapping to uncover strategic opportunities across Pearson's workforce, skills, assessment and talent solutions portfolio. Initially operating as an individual contributor and player-coach, the role will help establish the operating model, methodologies and best practices that can scale across the wider organisation over time.
Key Responsibilities:
- Strategic Pipeline Generation & Opportunity Development: Lead the identification, prioritisation and development of strategic growth opportunities across enterprise and government markets, creating qualified pipeline through account-based engagement, consultative prospecting and building effective outbound motions.
- Executive Engagement & Discovery: Understand senior stakeholders, including CHROs, Learning Leaders, Workforce Transformation Executives and Government decision-makers to shape lead generation and discovery conversations focused on business priorities and growth opportunities.
- Revenue Development Methodology: Design and refine qualification frameworks, prospecting approaches, discovery models and playbooks that improve pipeline quality, conversion and sales effectiveness.
- Market Intelligence & Insights: Leverage AI, sales intelligence, account signals and market insight to identify opportunities, improve targeting and strengthen pipeline development activities.
- Capability Building & Organisational Influence: Share best practice, coach sales stakeholders / reps and contribute to building a scalable revenue development capability across EMEA.
- Cross-Functional Collaboration: Partner closely with Sales, Marketing and Revenue Operations to improve lead quality, campaign effectiveness, qualification standards and revenue generation performance.
- Reporting & Governance: Track and report progress against pipeline generation objectives, opportunity conversion metrics and revenue development KPIs to support EMEA sales leadership decision-making.
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Required Skills
- Strategic & Commercial Acumen: Ability to identify growth opportunities and translate customer challenges into commercial outcomes.
- Enterprise Prospecting & Revenue Development: Experience creating qualified pipeline through account-based engagement, stakeholder mapping and consultative outreach.
- Executive Presence & Influence: Comfortable engaging senior stakeholders and influencing cross-functional teams without direct authority
- Sales Intelligence & Market Insight: Able to leverage AI, data and market signals to inform targeting strategies and improve pipeline performance.
- Communication & Discovery Skills: Strong questioning, listening and communication capabilities that support consultative engagement.
- Strategic Thinking & Problem Solving: Able to operate effectively in complex and ambiguous environments while developing practical commercial solutions.
- Coaching & Capability Building: Track record of sharing best practice and embedding scalable approaches that improve sales effectiveness.
- Others: Learning to Learn (Effective), Adaptability (Effective), Artificial Intelligence (Capable), Analytical Skills (Effective), Communication Skills (Advanced), Problem Solving (Effective), Driven Personality (Effective), Outbound Sales Skills (Experienced), Sales Intelligence (Experienced).
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Relevant Experience:
- Enterprise Revenue Development: Experience in enterprise sales, business development, revenue development, demand generation or account-based marketing, with a track record of creating qualified pipeline and uncovering strategic growth opportunities.
- Executive Stakeholder Engagement: Experience engaging and influencing senior stakeholders within large enterprise, government or institutional organisations.
- Consultative Selling Environment: Experience operating within solution-led, consultative sales environments involving multiple stakeholders and complex buying cycles.
- Market Knowledge: Understanding of workforce transformation, learning, talent, skills, assessment or government markets is desirable.
- Revenue Development Capability: Experience using AI, sales intelligence and account-based methodologies to improve sales effectiveness and pipeline generation.
- Capability Building: Experience helping design, implement or scale revenue development or demand generation functions is desirable.
- Language: Fluent in English.
- Travel: Ability to travel across EMEA as required.
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 TalentExperienceGlobalTeam@grp.pearson.com.
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