Account Leader - Director, Bay Area

EY • San Francisco, CA

3d • Hybrid

About The Position

Our Sales & Strategic Pursuits function brings together business, sector and account knowledge along with EY competencies and solutions to meet unique client needs. The Sales & Strategic Pursuits Organization shapes and drives an integrated growth strategy across EY’s most strategic accounts, industry sectors, solutions and services, demonstrating and achieving market leadership through a client centric culture.
The Account Leader serves as the senior‑most leader and Sales Executive for select Top‑End Core or High‑Potential Core accounts. In this role, you will be accountable for shaping and executing a multi‑year account vision, driving global account strategy, and elevating the EY brand while bringing the full power of the firm to your client(s). You will steward the firm’s most strategic relationships—deeply understanding client priorities, advising C‑suite executives, and orchestrating multidisciplinary teams to deliver integrated, high‑value solutions. Operating confidently in complex, dynamic environments, you will set the strategic direction, strengthen long‑term client value, and ensure the account is positioned for sustained growth and impact.

Requirements

• Deep commercial acumen, including pricing, margin drivers, and account economics.
• Proven ability to build and sustain trusted C‑suite relationships.
• Skilled in leading and motivating multidisciplinary, distributed teams.
• Strong decision‑making, prioritization, and problem‑solving capabilities.
• Ability to turn strategy into action with disciplined follow‑through and operational excellence.
• Work through high levels of stakeholder complexity, ambiguity, conflict and with abstract concepts.
• Identify innovative alternatives, dig into issues, and direct action with tact and diplomacy.
• Drive a program of work from start to finish.
• Easily shift between abstract strategic discussion and operational detail
• Build trusted relationships and collaborate across dimensions of matrix.
• Thriving in a matrixed organization, balancing the needs of the client against business initiatives and goals.
• Developing and executing a sales strategy at accounts and building and developing relationships leading to billable engagements is crucial to your success.
• Developing and building networks will be instrumental in connecting with colleagues across the leadership team and service lines to drive a coordinated market effort.
• Being a trusted advisor leading the go-to-market strategy and execution for select accounts.
• Being the catalyst that pulls cross functional stakeholders together to originate, close deals and create revenue growth.
• Demonstrating a proactive mindset, with a disciplined focus on engaging clients to identify, qualify, and advance opportunities throughout the sales cycle.
• Bachelor’s degree in business, marketing, or related field; MBA preferred.
• 12-15+ years’ current experience with EY or similar strong track record at a Global Professional Services firm.
• Proven track record of meeting or exceeding sales targets and selling complex solutions to the "C" level for our target and current clients.
• Strong understanding of sales processes and techniques, emerging sales tools, methodologies, and go-to-market models.
• Exceptional communication and interpersonal skills with the ability to collaborate effectively across teams and a strong ability to manage and resolve conflicts.
• Strategic account experience, with an understanding of our field of play and go to market approach.
• Outstanding client management and relationship skills, strong executive presence and influencing skills.
• Strong knowledge and understanding of market trends, competitive landscape, and industry which can inform sales strategies and positioning.

Responsibilities

• Lead overall profitable account growth, focusing on margin, long‑term value, and brand elevation.
• Build and sustain strong C‑suite and senior‑level relationships, proactively engaging key decision‑makers and budget owners.
• Drive sales impact through personal deal origination, qualification, and tailored sales strategies aligned to client needs.
• Deliver differentiated insights and exceptional client service to strengthen relationships and expand share of wallet.
• Lead cross‑service‑line teaming to bring integrated, multidisciplinary solutions.
• Leverage cross‑sector insights to enhance account strategy and client engagement.
• Ensure financial and commercial rigor, including pricing strategy, forecasting accuracy, and working‑capital performance.
• Maintain a healthy, well‑qualified pipeline with strong conversion rates and disciplined forecast hygiene.
• Ensure pursuit excellence with compelling value articulation and improved win probability.
• Oversee delivery quality, client satisfaction, and continuous improvement across engagements.
• Apply strong risk‑management practices and ensure accountability for quality and compliance.

Benefits

• We offer a comprehensive compensation and benefits package where you'll be rewarded based on your performance and recognized for the value you bring to the business.
• The base salary range for this job in this geographic location in the US is $328,020 to $439,950 plus participation in an incentive compensation program applicable to Sales Executives.
• Individual salaries within those ranges are determined through a wide variety of factors including but not limited to education, experience, knowledge, skills and geography.
• In addition, our Total Rewards package includes medical and dental coverage, pension and 401(k) plans, and a wide range of paid time off options.
• Under our flexible vacation policy, you’ll decide how much vacation time you need based on your own personal circumstances.
• You’ll also be granted time off for designated EY Paid Holidays, Winter/Summer breaks, Personal/Family Care, and other leaves of absence when needed to support your physical, financial, and emotional well-being.

What This Job Offers

• Job Type: Full-time
• Career Level: Director