Client Relationship Executive - Commercial

Grant Thornton (US); San Jose (CA); Hybrid; USD 190,000 - 300,000; Full time

Benefits offered by this job

Comprehensive health, dental, and vision benefits

Flexible work schedule

Paid time off and holidays

Job summary

Grant Thornton (US) is looking for a Client Relationship Executive – Commercial (Director) in San Jose, California. This role focuses on driving growth in Audit and Tax through relationship management and strategic development. The right candidate will have at least 10 years of business development experience and will work closely with C-suite executives.

The position includes responsibilities such as cultivating new business opportunities, defining proposal strategies, and leading account management efforts to enhance client value. The firm offers a competitive salary range of $190,000 – $300,000 along with comprehensive benefits.

Qualifications

• 10+ years of progressive experience in business development or Audit / Tax sales.
• Demonstrated success driving measurable growth outcomes.
• Experience in professional services firms.

Responsibilities

• Conduct rigorous prospecting to originate new business.
• Lead commercial account strategies for priority clients.
• Drive proposal strategies emphasizing outcomes and implementation plans.

Skills

Business development

Complex solution selling

C-suite relationship management

Negotiation skills

Commercial acumen

Education

Bachelor’s degree or equivalent professional experience

MBA or other advanced degree preferred

Job description

Job Description

Grant Thornton is seeking a Client Relationship Executive – Commercial (Director) to drive focused growth within Audit and Tax through relationship management, active prospecting, disciplined pipeline development, and strong collaboration across pursuit teams. The role serves as a client growth strategist and commercial seller, opening new doors for the firm, translating client needs into actionable Audit and Tax pursuits, and identifying Advisory cross‑sell opportunities where relevant.

Your Day‑to‑Day May Include

• Conduct active, rigorous daily prospecting across assigned accounts, targets, and markets — originating new business through outbound calls, executive meetings, and relationship development.
• Meet sales production targets and goals with discipline and minimal oversight.
• Originate new sales opportunities by consistently and systematically initiating contacts; pursue prospects to secure meetings and win referrals.

Commercial Growth Leadership & Account Strategy

• Lead commercial account and pursuit strategies for priority clients and prospects, identifying new Audit and Tax opportunities and where Advisory cross‑sell can expand client value.
• Act as the deal/solution architect, shaping how GT brings capabilities together into clear value propositions, solution narratives, and commercially viable program structures.
• Partner with RMPs, Audit & Tax Growth Leaders, PMDs, and pursuit teams to align client needs to relevant capabilities.
• Translate client needs into scalable, differentiated solutions; partner with offering and solution strategy leaders to ensure solutions are executable and repeatable.
• Lead cross‑solution opportunity development by identifying where additional Audit, Tax, or Advisory capabilities may strengthen pursuit strategy.
• Build deep relationships with relevant executives and buyers across client organizations to create new access and generate qualified commercial pipeline.
• Drive proposal strategies that emphasize measurable outcomes, defined governance, and practical implementation plans.
• Position GT’s full‑service approach — uniting data‑driven insights, technology modernization, and shared services/outsourcing to deliver speed, efficiency, and ROI at scale.
• Champion responsible, practical AI adoption in pursuit narratives, coordinating with AI and risk leaders as needed.
• Maintain strong executive altitude in client conversations (Board/C‑suite), aligning pursuits to growth, risk, profitability, and performance priorities.

Pursuit Leadership & Win Strategy

• Identify winning strategies by deeply understanding client needs; coach pursuit teams through qualification, solutioning, pricing, and closing.
• Participate in Audit and Tax services sales presentations and executive working sessions; facilitate alignment across stakeholders.
• Negotiate and participate in pricing strategy to ensure GT is competitive while protecting value.

Market Presence & Executive Connectivity

• Project executive presence; build effective relationships with senior Partners and C‑Suite executives.
• Identify key decision makers at client and prospect organizations at the C‑Suite and Board levels.
• Cultivate relationships across executive networks, industry forums, and alliances to build GT relevance.
• In partnership with marketing, activate events, campaigns, and thought leadership to build pipeline.

Technical Skills and Qualifications

• 10+ years of progressive experience in business development, Audit / Tax sales, complex solution selling, or enterprise transformation pursuits with C‑suite/Board‑level buyers.
• Demonstrated success building and expanding executive relationships and driving measurable growth outcomes in a matrixed professional services environment.
• Familiarity with Audit / Tax buying processes and the ability to identify Advisory cross‑sell opportunities.
• Strong commercial acumen: qualification discipline, win strategy, pricing, negotiation, and executive storytelling.
• Proven ability to translate complex capabilities into clear value propositions and scalable pursuit narratives; comfort operating at the intersection of strategy and go‑to‑market.
• Working knowledge of Audit & Tax domains (Assurance, Attestation, Corporate Tax, Indirect Tax, International Tax, Partnership Tax, and related technology‑enabled offerings).
• Experience selling and structuring multi‑year Audit & Tax engagements.
• Direct experience in professional services firms, with working knowledge of how partner‑led, client‑service organizations operate.
• Advanced communication and presentation skills (executive‑level decks, whiteboarding, facilitating decision sessions).
• Bachelor’s degree or equivalent professional experience required; MBA or other advanced degree preferred.
• Travel up to ~10%, variable by portfolio.

Benefits

• Base salary range $190,000 – $300,000; variable compensation in the form of performance bonus.
• Comprehensive health, dental, vision, and retirement benefits.
• Flexible work schedule and hybrid work model.
• Paid time off, holidays, and paid sick leave.

Equal Employment Opportunity

It is the policy of Grant Thornton to promote equal employment opportunities. All personnel decisions (including, but not limited to, recruiting, hiring, training, working conditions, promotion, transfer, compensation, benefits, evaluations, and termination) are made without regard to race, color, religion, national origin, sex, age, marital or civil union status, pregnancy or pregnancy‑related condition, sexual orientation, gender identity or expression, citizenship status, veteran status, disability, handicap, genetic predisposition or any other characteristic protected by applicable federal, state, or local law.

Consistent with the Americans with Disabilities Act (ADA) and applicable state and local laws, it is the policy of Grant Thornton to provide reasonable accommodation when requested by a qualified applicant or employee with a disability, unless such accommodation would cause an undue hardship. The policy regarding requests for reasonable accommodation applies to all aspects of employment, including the application process. To make an accommodation request, please contact [e-mail].

For Los Angeles Applicants only: We will consider for employment all qualified Applicants, including those with Criminal Histories, in a manner consistent with the requirements of applicable state and local laws, including the City of Los Angeles’ Fair Chance Initiative for Hiring Ordinance.

For Massachusetts Applicants only: It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability. Grant Thornton does not require or administer lie detector tests as a condition of employment or continued employment.