Advanced Specialist, Program Manager (SDR Program)

Pearson • Indianapolis, IN • 6h ago

We are looking for an Advanced Specialist, Program Manager. This role is commonly known as Sales Program Managers in the market or a BPO Manager. 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.

Applications will be accepted through 6/25/26. This window may be extended depending on business needs.

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 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.

Job: Program Management

Job Family: ENTERPRISE

Organization: Higher Education

Schedule: FULL_TIME

Workplace Type: Remote

Req ID: 24722

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