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About the Role

Lead the global marketing strategy for Pearson’s institutional and government customers, acting as a core commercial growth lever across priority segments. Drive qualified pipeline creation, acceleration, and conversion through precision, tiered marketing approaches aligned to the sales segmentation model. Deliver high-impact, account-based and demand generation campaigns that maximise customer acquisition, expansion, and lifetime value. Champion a data-driven, ROI-focused marketing model, ensuring clear attribution to pipeline, deal velocity, and revenue outcomes, while positioning Pearson as the leader in AI-powered learning.

Responsibilities

Design and execute global marketing programmes (digital, events, thought leadership) that generate qualified demand, build pipeline coverage, and accelerate deal progression across priority tiers.
Ensure all activity is aligned to revenue targets, conversion KPIs, and commercial impact.
Lead the implementation of tiered marketing strategies (L1/L2/L3), with differentiated investment, targeting, and activation models.
Ensure Tier 1 activity is deeply account-specific, supporting large deal strategy, while Tier 2 and 3 deliver scalable pipeline generation.
Establish clear frameworks to track MQL → SQL → opportunity → deal conversion, partnering closely with Sales and RevOps to optimise funnel performance, improve lead quality, and increase conversion rates.
Build and coach a team to deliver high-impact, outcome-driven campaigns with a relentless focus on ROI, efficiency, and measurable business impact.
Work as part of a unified Sales–Marketing engine to launch and scale connected solutions, ensuring strong adoption, activation, and commercial return, particularly in large accounts and strategic growth segments.
Develop and activate a commercially impactful innovation narrative, particularly in AI and learning, ensuring thought leadership directly supports pipeline generation, account engagement, and deal influence.

Requirements

Proven experience in global B2B marketing with direct accountability for pipeline and revenue outcomes, ideally in education, technology, or enterprise sectors.
Demonstrated success in account-based marketing, demand generation, and large deal support, with evidence provided of the measurable impact on pipeline growth and conversion.
Strong track record of data-driven decision making, including KPI definition, performance tracking, and campaign optimization.
Deep understanding of all types of data: macro-socio/economics/political factors, demand, leading indicators, brand, e-comm and campaign tracking and end to end measurement.
Experience working in highly aligned Sales–Marketing-Partner environments, contributing to commercial strategy and execution.
Deep understanding of working with distributors and partner marketing teams directly.
People leadership experience, with ability to build and scale high-performing, commercially focused teams, coach on data and commercials, excel in storytelling with numerical and other data sources.

Skills

Go-to-Market Strategy
Account-Based Marketing
Demand Generation & Pipeline Management
Content Strategy
Multichannel Marketing
Revenue Growth & ROI Optimisation
Communication Skills
Influencing Skills
Artificial Intelligence