Commercial Growth Director: Client Relationships

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

Benefits offered by this job

Annual bonus

Hybrid work options

In-person 3 days/week

Job summary

Grant Thornton is seeking a Client Relationship Executive – Commercial (Director) to lead growth across Audit, Tax, and Advisory through strategic relationship management and disciplined pipeline development. You will originate opportunities, shape value propositions, and align client needs with multi-service capabilities.

The role requires a proven track record with C-suite engagement, multi-year engagements, and a strong ability to translate complex capabilities into clear, actionable Pursuit

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 with the ability to identify relevant Advisory cross-sell opportunities
• 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

Responsibilities

• Active Prospecting & Business Origination (Primary) 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 (not just scopes and hours)
• 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
• 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 Identify key decision makers at client and prospect organizations at the C-Suite and Board levels
• Project executive presence; build effective relationships with senior Partners and C-Suite executives
• 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

Job description

Grant Thornton is seeking a Client Relationship Executive – Commercial (Director) to lead growth across Audit, Tax, and Advisory through strategic relationship management and disciplined pipeline development. You will originate opportunities, shape value propositions, and align client needs with multi-service capabilities.

The role requires a proven track record with C-suite engagement, multi-year engagements, and a strong ability to translate complex capabilities into clear, actionable Pursuit