Sales Manager, Director Core Growth Sales

EY•Hartford, DC

3d•$349,800 - $502,800•Remote

About The Position

The 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 Sales Manager plays a critical leadership role in accelerating growth across the Core Growth portfolio by overseeing a team of Sales Executives, Account Leaders and Geo Sales Leaders while also serving as an Account Leader and Sales Executive for select accounts. This leader is responsible for driving team performance, strengthening pipeline quality, and ensuring disciplined execution aligned to market and go‑to‑market (GTM) strategies. In addition to team leadership, you’ll also serve as the Account Leader & Sales Executive role for select Top End Core or High Potential Core accounts. This position will report to the US Core Growth Sales Leader.

Requirements

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.
Experience leading sales teams and driving performance.
Experience managing sales executives under a variable sales compensation plan.
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 emphasis on originating and closing new business.
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.

Nice To Haves

Proven ability to lead and motivate high‑performing sales teams.
Disciplined approach to KPIs, data, and pipeline health.
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 in your assigned territory 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.

Responsibilities

Serve as an individual contributor while also leading and developing the performance of the Sales Executive team.
Take full accountability for team performance, including attainment of team sales measures tied to incentive compensation.
Oversee the validation of sales credit to ensure accuracy and alignment with firm policies.
Maintain strong visibility into pipeline health, ensuring disciplined management, quality, and conversion.
Review key performance indicators regularly and take action to address gaps, risks, or opportunities.
Manage the deployment of sales resources working closely with Core Growth Sales Leader, OMPs and Sector Sales Leadership and oversee quota assignments to maximize market coverage and performance.
Maintain laser‑focused attention on the team’s top deals, providing strategic guidance and escalation support as needed.
Drive focused growth by ensuring the team remains aligned to defined go‑to‑market (GTM) strategies and priority areas.
Stay closely connected to market and growth drivers, adjusting coaching and strategy to reflect changing conditions.
Provide ongoing coaching in sales effectiveness and commercial excellence to elevate team capabilities.
Actively support deal closure by joining critical pursuits and offering tactical and strategic sales leadership.
Be measured primarily on the quantitative performance of team members as well as your own individual sales contribution.
Serve as a resource to support critical Core Growth deals, requiring deep deal expertise and coaching capability.
Build and maintain a strong personal brand within the sector, demonstrating credibility and thought leadership.
Serve as Account Leader & Sales Executive role for select Top End Core or High Potential Core accounts.
As Account Leader, you are accountable for overall profitable account growth & performance for your specific client(s), elevating the brand in the account and bringing the power of EY to the account.
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.