Job Information
Pearson Senior Manager, Pricing and Deal Desk Operations in Helena, Montana
The Senior Manager, Pricing and Deal Desk Operations will oversee the pricing strategy, deal structuring, and deal desk operations for Pearson Education’s enterprise sales organization. In addition, this role will manage the inside sales and lead generation teams to drive new business opportunities and optimize the sales pipeline. This individual will work closely with internal teams such as Sales, Legal, Finance, Marketing, and Product to ensure that pricing and deal structures align with company objectives, while also ensuring that lead generation and inside sales efforts drive growth and support the sales team's success. The Senior Manager will play a key role in enhancing operational efficiency, improving sales cycle times, and increasing the effectiveness of our sales process.
Key Responsibilities:
Pricing Strategy & Execution:
Develop, implement, and maintain a comprehensive pricing strategy for Pearson’s enterprise sales organization that aligns with business objectives and market conditions.
Monitor competitive pricing trends and recommend adjustments to pricing structures to maintain competitiveness and profitability.
Ensure that pricing models are scalable, flexible, and effectively support customer requirements while protecting Pearson’s margins.
Work closely with product, marketing, and finance teams to develop pricing guidelines, discount structures, and approval processes.
Deal Desk Operations & Support:
Manage and oversee the deal desk function, ensuring timely and efficient processing of all pricing and deal-related requests for the sales team.
Lead the development and optimization of deal approval workflows, ensuring compliance with internal pricing policies and financial goals.
Provide strategic support to the sales team on complex pricing, deal structuring, and contract negotiations.
Ensure deals are aligned with Pearson’s business and pricing strategies, and effectively balance customer needs with business objectives.
Inside Sales and Lead Generation Management:
Lead and manage the inside sales team to effectively qualify, nurture, and close inbound and outbound sales opportunities within the enterprise segment.
Oversee lead generation efforts, ensuring that qualified leads are delivered to the sales team to accelerate the pipeline and increase win rates.
Set performance targets and KPIs for the inside sales and lead generation teams, regularly tracking progress and providing coaching to ensure high performance.
Implement and optimize processes for lead qualification, follow-up, and handoff to the sales team to improve sales conversion rates.
Cross-Functional Collaboration:
Act as a liaison between Sales, Finance, Legal, Marketing, and Product teams to align on deal terms, pricing, lead generation, and overall contract structure.
Partner with Sales Leadership to provide strategic guidance on large or high-value deals and ensure timely execution of deals.
Collaborate with Legal and Compliance teams to ensure pricing and deal terms adhere to contractual, regulatory, and company policies.
Process Optimization & Automation:
Drive continuous improvement in deal desk processes, lead generation workflows, and inside sales operations to enhance efficiency, accuracy, and scalability.
Implement automation and process optimization initiatives to streamline pricing and deal approvals, minimize delays, and improve sales cycle times.
Leverage data and analytics to identify areas for operational improvements and cost-saving opportunities within the pricing, deal desk, and lead generation functions.
Reporting & Analytics:
Develop and maintain reporting tools to track deal desk performance, pricing trends, lead generation effectiveness, and overall sales performance.
Analyze deal profitability, discounting trends, lead conversion rates, and margin performance to provide actionable insights for leadership teams.
Generate regular reports and dashboards to assess pricing compliance, deal approval metrics, sales pipeline health, and revenue forecasts.
Prepare detailed pricing and deal analysis to support key business decisions, lead generation strategy, and forecasting processes.
Team Leadership & Development:
Lead, mentor, and develop teams in the pricing, deal desk, inside sales, and lead generation functions, fostering a culture of collaboration, accountability, and high performance.
Provide coaching and professional development to team members to enhance their skills in pricing, negotiation, lead qualification, and sales pipeline management.
Qualifications & Skills:
Education:
Bachelor’s degree in Business, Finance, Marketing, Economics, or a related field. MBA or advanced certification is a plus.
Experience:
Minimum 7-10 years of experience in pricing, deal desk operations, sales operations, inside sales management, or a related field within an enterprise sales environment.
Proven experience managing inside sales teams and lead generation processes in a B2B or enterprise sales environment.
Strong experience working with enterprise sales teams, pricing models, deal structuring, and pricing policy management.
Experience working with cross-functional teams, including Sales, Marketing, Finance, Legal, and Product, to support sales execution.
Familiarity with deal desk software, CRM systems (e.g., Salesforce), and pricing tools (e.g., CPQ). Experience with lead generation platforms is a plus.
Skills:
Strong leadership and people management skills, with the ability to guide and develop high-performing teams in sales, pricing, and lead generation.
Excellent analytical and financial modeling skills with the ability to interpret complex pricing and performance data.
Deep understanding of lead generation, sales pipeline management, and conversion optimization.
Strong communication skills, with the ability to explain complex pricing strategies and sales processes to both technical and non-technical stakeholders.
Proficient in Microsoft Excel (advanced functions, pivot tables, data analysis) and other data analysis tools (e.g., Tableau, Power BI).
Experience optimizing sales operations processes for lead qualification, pricing approval workflows, and deal negotiation.
What to expect from Pearson
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, Maryland, New York State, New York City, Washington State, and Washington DC laws, the pay range for this position is as follows:
The full-time salary range for this position is between $140,000 to $165,000.
This position is eligible to participate in the annual incentive plan, and information on benefits offered is here.
Who we are:
At Pearson, our purpose is simple: to help people realize the life they imagine through learning. We believe that every learning opportunity is a chance for a personal breakthrough. We are the world's lifelong learning company. For us, learning isn't just what we do. It's who we are. To learn more: We are Pearson.
Pearson is an Affirmative Action and Equal Opportunity Employer and a member of E-Verify. We want a team that represents a variety of backgrounds, perspectives and skills. The more inclusive we are, the better our work will be. All employment decisions are based on qualifications, merit and business need. All 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 strive for a workforce that reflects the diversity of our communities.
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.
Note that the information you provide will stay confidential and will be stored securely. It will not be seen by those involved in making decisions as part of the recruitment process.
Job: SALES
Organization: Enterprise Learning & Skills
Schedule: FULL_TIME
Workplace Type: Remote
Req ID: 18887
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