Program Manager, Sales Development (SDR Program) at Pearson

United States

$78k - $120k

This role ensures SDR efforts effectively support pipeline generation, improve lead quality, and create a seamless handoff to sales, while driving continuous optimization of tools, workflows, and reporting.  Key Responsibilities  Program Ownership & Strategy  * Own end-to-end SDR program design, including lead management, qualification standards, and conversion workflows  * Define and evolve the SDR program’s role in pipeline creation vs. servicing activities to maximize impact  * Translate leadership priorities into scalable SDR processes and operating models  * Partner with Sales Leadership to align SDR scope with business goals (pipeline quality, new business, speed-to-lead)  Process Design & Optimization  * Design and maintain lead routing, qualification, and conversion rules across systems (e.g., Salesforce / 1CRM)  * Identify inefficiencies in SDR workflows (manual steps, duplication, data gaps) and implement improvements  * Drive automation opportunities to improve speed, consistency, and scalability of lead handling  * Standardize SDR playbooks, documentation, and best practices across the program    Data, Reporting & Insights  * Own SDR reporting frameworks, dashboards, and KPIs (lead volume, conversion rates, pipeline influence)  * Monitor program performance weekly and surface actionable insights to leadership  * Ensure accurate attribution of SDR impact across pipeline and revenue  * Conduct audits and build mechanisms to improve data hygiene and reporting accuracy    Cross-Functional Alignment  * Serve as the central point of coordination across Sales, Marketing, Operations, and external partners  * Align on lead sources, campaign inputs, and handoff expectations  * Define roles and responsibilities between SDRs and Sales (e.g., qualification vs. pipeline ownership)  * Partner with RevOps/Tech to support system enhancements and data structure improvements    Continuous Improvement & Innovation  * Lead initiatives to shift SDRs toward higher-value, proactive pipeline generation  * Evaluate program performance and recommend structural or strategic changes  * Pilot new approaches (automation, segmentation, outreach models) to improve conversion outcomes  * Incorporate feedback from Sales and stakeholders to refine program effectiveness    Qualifications  * 4+ years in sales operations, program management, or sales development environments  * Strong understanding of lead lifecycle management, CRM systems (Salesforce/1CRM), and pipeline mechanics  * Proven experience building or optimizing programs/processes at scale  * Strong analytical skills with the ability to translate data into actionable business recommendations  * Excellent cross-functional collaboration and communication skills    Success Metrics  * SDR-attributed pipeline quality and conversion rates  * Speed-to-lead and lead response effectiveness  * Reduction in manual workflows / increased automation  * Data accuracy and reporting reliability  * Adoption of standardized SDR processes across teams    Profile of the Ideal Candidate  * Strategic operator who can balance big-picture thinking with hands-on execution  * Strong systems thinker who understands how process, data, and behavior connect  * Comfortable influencing without direct authority  * Naturally proactive and solutions-oriented    Compensation at Pearson is influenced by factors including skill set, experience, and location.    The full-time salary range for this role is $78,000 - $120,000.  This position is eligible for Pearson’s annual incentive program. Information on benefits can be found here [https://pearsonbenefitsglobal.com/].  Applications will be accepted through 6/25/26. This window may be extended depending on business needs.  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.