Lead, Government Relations

Pearson's Career Ready portfolio helps state systems, institutions, and employers access workforce-aligned learning and certification programs. This role positions you as both the strategic architect and lead revenue driver of the Career Ready commercial strategy — understanding how states invest in career readiness, translating that into coordinated commercial strategy, and directly executing state-level sales and appropriations strategy with a $20M+ target.

You will own a state funding portfolio across the country and lead a team of government affairs and implementation managers who execute on state strategy. You will meet directly with state leadership, build and renew critical relationships, manage government affairs resources and lobbyists, and drive adoption and revenue growth across your portfolio.

What You Will Do

This is a sales and execution role grounded in strategic expertise. You develop and own market, policy, and state-level strategy while leading a team and directly driving revenue through state appropriations and funding mechanisms. You carry quota responsibility for $20M+ in state funding and own key state relationships.

State Revenue Leadership & Strategy Execution

Own a portfolio of strategic states and carry quota responsibility for securing $20M+ in state appropriations, grants, and other state funding mechanisms

Meet directly with state education leadership, governors' offices, and appropriations officials; develop and renew key relationships; lead contract negotiations and manage government affairs resources

Conduct research and analysis of state trends, budget priorities, and legislative activity to identify funding opportunities and inform commercial priorities

Develop integrated state strategy frameworks that connect state priorities, funding mechanisms, regulatory requirements, and commercial opportunity into coordinated go-to-market plays

Lead state certification placements and ensure Pearson offerings are positioned competitively in state procurement and funding decisions

Government Affairs, Policy, and Team Leadership

Direct and align the strategy of Pearson's government affairs teams to ensure state-level awareness, policy alignment, and budgetary support for our priorities

Oversee advocacy initiatives and public policy campaigns that shape state environments favorably for product adoption and funding flow

Manage and develop a team of government affairs and implementation managers; set performance expectations, provide coaching, and build a high-performing state affairs team

Work cross-functionally with Product, Marketing, and Revenue Operations to ensure go-to-market support and operations alignment

What You Need to Be Successful

10+ years of progressive experience in state government affairs, education policy, budget strategy, or related commercial roles combining policy expertise and proven commercial impact

Direct experience securing K-12 state funding (appropriations, grants, federal passthrough) — ideally for CTE, workforce development, or career pathway initiatives. K-12 state funding expertise is essential.

Proven track record of owning and closing significant state-level deals and partnerships with direct accountability for revenue

Success building and renewing long-term relationships with state education officials, governors' staff, appropriations leaders, and key state decision-makers

Deep understanding of state education systems, K-12 workforce development, state budget processes, appropriations mechanisms, and funding pathways

Demonstrated success managing and developing sales or government affairs teams

Strong analytical and strategic thinking; excellent written and verbal communication skills with C-suite executives and state officials

Bachelor's degree in Political Science, Public Policy, Business, Education, Economics, or related field

Preferred Qualifications

Extensive K-12 education, CTE, or workforce development sector background

Experience in professional services, consulting, or EdTech with proven state-focused go-to-market success

Track record of multi-state appropriations strategy and competitive pursuit of state funding

Experience managing government affairs resources, lobbyists, and outside consultants

Sales leadership background in education with quota-carrying experience

Graduate degree in Business Administration, Public Policy, Education, or related field

Who Thrives in This Role

You are motivated by closing deals and owning revenue results. You love understanding how policy shapes markets and funding flows. You build genuine relationships with state officials based on credibility and authenticity. You have worked in K-12 state education funding environments and understand how state money actually flows to schools. You operate effectively in ambiguity while maintaining rigor. You influence without direct authority and move fast without sacrificing thinking or relationship-building. You bring strategic urgency and high standards to team leadership.

Compensation at Pearson is influenced by factors including skill set, experience, and location. 
The full-time salary range for this role is $170,000 - $190,000. 
This position is eligible to participate in Pearson’s sales incentive plan. Information on benefits can be found here. 

Applications will be accepted through 8/7/26. This window may be extended depending on business needs.