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.