Managing Director - Business Development - Nonprofit Services

OverviewQuatrro Business Support Services (QBSS) is a technology-enabled, cloud-based outsourcing firm serving small, mid to large enterprises across industries. The Not-For-Profit (NFP) Market Development Leader is responsible for overall market growth, client retention, revenue performance, and brand presence for Quatrro's Not-For-Profit business. This role owns go-to-market strategy, sales execution, client relationships, and market-level financial performance, while partnering closely with Practice Leaders who own service delivery and operations. The Market Leader is accountable for revenue growth, client satisfaction, pipeline health, and market profitability, ensuring strong coordination between sales, marketing, and delivery teams to drive sustainable growth in the NFP market.Key Result AreasGo-To-Market & Growth Leadership:Own and execute the NFP go-to-market strategy in alignment with Quatrro corporate objectivesDrive new logo acquisition, organic growth, cross-sell, and referral-based expansionDevelop and manage key referral relationships (boards, foundations, auditors, banks, consultants)Partner with Marketing to execute targeted campaigns, thought leadership, events, and contentLead proposal strategy, pricing collaboration, and executive-level sales engagementRevenue, Pipeline & Financial Accountability:Own market-level revenue, growth, and gross margin targetsMaintain and review pipeline health, conversion rates, and forecast accuracyConduct monthly P&L reviews in partnership with Finance and Practice LeadershipAddress underperforming or low-margin clients through corrective action or transition plansEstablish and track KPI dashboards for revenue, retention, and client profitabilityClient Relationship & Retention:Serve as executive sponsor for key NFP clientsEnsure consistent client engagement cadence (QBRs, executive check-ins)Monitor CSAT and Net Promoter Scores; lead response to escalations or at-risk accountsPartner with Practice Leaders to ensure service alignment with client expectationsOwn renewal strategy and retention performance for the NFP marketMarket Strategy, Brand & Thought Leadership:Represent Quatrro as a senior leader in the NFP sectorDrive speaking engagements, conferences, workshops, and published thought leadershipOversee development of standardized NFP marketing materials and case studiesSponsor innovation pilots (bundled services, outcome-based pricing, new offerings)Monitor market trends, competitors, and acquisition opportunitiesInternal Leadership & Cross-Functional Alignment:Lead and develop the NFP Market Team (Client Directors, Sales, Market Support)Establish consistent KPIs and performance expectations across the market organizationEnsure strong coordination with Practice Leaders on staffing forecasts and capacity planningPartner with Finance, HR, Technology, and Marketing to support growth objectivesContribute to overall Quatrro leadership initiatives and cultureKey Performance Indicators (KPIs):Revenue growth (new logo, organic, cross-sell)Client retention and renewal ratesGross margin and client profitabilitySales pipeline value, velocity, and conversionClient satisfaction (CSAT / NPS)Market brand presence and thought leadership impactCorporate Responsibility:Sales supports the market team in growing sales with existing customers and expanding the customer base, while maintaining operational capability to support new customers during rapid growthFinance works with the Finance Team to provide required periodic reportingTechnology ensures IT systems and resources are current to deliver quality delivery and operational supportHR ensures staff compliance with company policiesThird-party Contractors – negotiates with, selects, and manages subcontractors and third-party providers, monitors performance, and takes corrective action as requiredOther duties and responsibilities:Assess/limit risk exposure to QuatrroRepresents Quatrro to industry organizationsOther duties as requestedSupervisory responsibilities: Leads and manages daily direct reports. Responsible for direct and indirect subordinates in the verticalFiscal responsibilities:Oversees the P&L for the DivisionExtent of Public Contact:Frequently serves as a representative of Quatrro to various organizations within the industry and broader community, displaying courtesy, tact, consideration, and discretion in all interactionsContinually serves as a representative of Quatrro to the clients, displaying courtesy, tact, consideration, and discretion in all interactionsFrequently negotiates contracts, answers questions from accounting staff, and interacts with division corporate staffKnowledge and Skills:Required: 4-year degree in accounting, finance, or business; 15+ years of senior leadership key account management or client service management experienceDemonstrated success leading market growth, sales, and client relationshipsExperience leading diverse, large, high-performing teamsPersonable leader who enjoys developing relationships with clients and staffHigh energy level and act as leader and mentor to teamAbility to empathize and hold staff/self-accountable for deliverablesStrong financial acumen with experience managing P&Ls and growth targets. Excellent presentation, written and verbal communication skillsAbility to successfully organize deliverables and manage prioritiesStrong working knowledge of personal computers, and of Microsoft Word, Excel and PowerPointPreferred: Experience in managing the finance and accounting processes within the Not-For-Profit industry. Experience in managing large accounts. Demonstrated experience in managing large teams of 300+ FTEs across global locations.Desirable: MBA/CPA. Strong F&A domain knowledge. Good knowledge of various technology platforms used in the F&A outsourcing industry.J-18808-Ljbffr