Sales Manager, Director Core Growth Sales | ErnstYoung Job

Job Description

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 Opportunity

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.

Your Key Responsibilities

Team Leadership & Performance Management (50-75%)

• 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.

Account Leadership & Sales Executive Responsibilities (25-50%)

• 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.

Skills and Attributes for Success

• 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.

To Qualify for the role, You Must Have

• 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. 

What we offer you
At EY, we harness our collective strength to empower you to shape your future with confidence through professional growth, personal fulfillment and an inclusive culture. Learn more at ey.com/us/careers.

• 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 is: 
• • New York City, Boston, and Washington DC Metro Areas, Washington State, and Southern California offices – $419,700 to $482,700
  • Bay Area California offices – $437,200 to $502,800
  • All other offices locations in the US, including Sacramento – $349,800 to $442,500
• Individual salaries within these 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.

Are you ready to shape your future with confidence? Apply today.                                              

• To make the most of your application experience, please limit yourself to two applications within a six-month period.
• EY accepts applications for this position on an on-going basis.
• For those living in California, please click here for additional information.
• At EY, our values set the foundation for how we work and the behaviors we expect of our people. Any misrepresentation or falsification of information or lack of integrity at any point in the recruiting process may result in withdrawal of your candidacy, revocation of an offer or immediate termination of employment.

EY  |  Building a better working world

EY is building a better working world by creating new value for clients, people, society and the planet, while building trust in capital markets.

Enabled by data, AI and advanced technology, EY teams help clients shape the future with confidence and develop answers for the most pressing issues of today and tomorrow.

EY teams work across a full spectrum of services in assurance, consulting, tax, strategy and transactions. Fueled by sector insights, a globally connected, multi-disciplinary network and diverse ecosystem partners, EY teams can provide services in more than 150 countries and territories.

All in to shape the future with confidence.

EY provides equal employment opportunities to applicants and employees without regard to race, color, religion, age, sex, sexual orientation, gender identity/expression, pregnancy, genetic information, national origin, protected veteran status, disability status, or any other legally protected basis, including arrest and conviction records, in accordance with applicable law.  

EY is committed to providing reasonable accommodation to qualified individuals with disabilities including veterans with disabilities. If you have a disability and either need assistance applying online or need to request an accommodation during any part of the application process,  please call 1-800-EY-HELP3, select Option 2 for candidate related inquiries, then select Option 1 for candidate queries and finally select Option 2 for candidates with an inquiry which will route you to EY’s Talent Shared Services Team (TSS) or email the TSS at [email protected].