Commercial Finance and Revenue Models Lead - Associate Director, EY Global Delivery Services

The Opportunity

This Associate Director role within EY’s Global FP&A Account Support team sits at the intersection of technical accounting and commercial finance, ensuring consistent, compliant, and future-forward revenue recognition across complex client engagements, strategic accounts, and broader portfolios. The role has a direct line of sight to account performance and P&L outcomes, ensuring that revenue decisions not only meet accounting standards but also support commercial objectives and sustainable growth.

Acting as a bridge between global accounting policy and execution, you will develop and own frameworks that support engagement and account teams with revenue recognition for complex, multi-country and Managed Services engagements, translating IFRS and EY policies into practical guidance, scalable processes, optimized deal structuring and Mercury/SAP structures. In doing so, you will help shape financial outcomes, enhance predictability, and drive value at both the engagement and account level.

Critically, you will help shape the evolution of EY’s revenue models—moving beyond traditional input-based labor model approaches toward output-, outcome-, and value-based models aligned to innovative commercial structures and technology-enabled offerings.

Key Responsibilities

• Deal Structuring & Advisory: working with Region Finance colleagues, advise on emerging revenue recognition scenarios arising on complex contracts and sales arrangements. Partner with Sales, Legal, Operations, and account teams to structure deals in ways that are commercially effective, scalable, and compliant, providing guidance during pricing and negotiation phases. Revenue Recognition & Compliance: Act as a subject matter expert on revenue recognition, advising on IFRS and EY global policies across complex scenarios (e.g., multiple performance obligations, variable consideration, fee sharing).
• Systems & Implementation (Mercury/SAP): Translate pricing and contract structures into system configurations to ensure accurate revenue recognition and reporting. Partner with regional and GDS teams to drive consistent contract setup and execution.
• Global Enablement & Capability Building: Develop scalable playbooks, frameworks, and best practices, and train regional finance and GDS teams to drive consistency, capability, and adoption across geographies.
• Future Revenue Models & Strategy: Lead the evolution toward output-, outcome-, and value-based revenue models, defining metrics, performance measures, and revenue triggers aligned to new commercial structures.
• Stakeholder Management & Influence: Serve as a trusted advisor to senior stakeholders, clearly communicating complex financial insights to influence decision-making and ensure early Finance involvement in deal pursuits.

Commercial Model & Rate Evolution

• Develop a deep understanding of the current rate-based model and its impact on revenue, margin, and delivery economics.
• Lead the annual NSR and cost rate review, partnering with Regional Finance teams and service lines to drive global consistency, transparency, and alignment. Establish strong governance to enhance trust and confidence in rate setting.
• Embed a consistent rate governance framework that enables scalable application across multi-country and Managed Services engagements, promotes equitable fee sharing through consistent methodologies, and supports accurate revenue recognition and margin through clear linkage between pricing, delivery performance, and accounting outcomes.

Experience & Capabilities

• Experience of advising large, complex deals on revenue recognition (IFRS and EY global policies) and margin, particularly across complex contract arrangements
• Proven ability to translate accounting policy into operational processes and system configurations (Mercury/SAP)
• Strong understanding of pricing models, margin modelling, fee sharing, and commercial deal structures
• Ability to analyse complex financial scenarios and provide clear, actionable recommendations
• Experience leading and developing teams across global and GDS environments
• Strong communication and influencing skills at senior stakeholder level

What Success Looks Like

• Consistent, Compliant Revenue Practices: Revenue recognition is applied consistently across all engagements
• Integrated Deal Support: Finance is embedded early, with contracts correctly structured and configured in Mercury
• Margin Protection & Improvement: Strong visibility and proactive management of cost and margin risks
• Global Rate Consistency & Transparency: A trusted, globally consistent NSR and cost rate framework enables equitable fee sharing and reliable financial outcomes
• Evolved Revenue Models: Output- and value-based models are defined, operationalised, and adopted
• Finance as Strategic Partner: Finance is recognised as a key enabler of growth, innovation, and deal success