Managing Director - Business Development - Nonprofit Services

Quatrro Business Support Services (QBSS):
Quatrro is a technology-enabled, cloud-based outsourcing firm to small, mid to large enterprises across industries that’s changing the way companies think about finance and accounting and technology services. They provide world-class teams combined with highly personal service, and a portal that let you see and manage everything online. The trouble with most back-office outsourcing solutions is that they leave you with too many missing pieces – in the client experience, in the work delivered, in the reporting you receive, and more. With smarter systems and over 2,200 specialists in fields ranging from finance to technology services, Quatrro helps you see further, scale smarter and stand stronger. And that’s why we consistently achieve very high customer, and employee, satisfaction ratings. Quatrro. Get More to Go On.

Purpose of the Job:
The 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 Areas:
Go-To-Market & Growth Leadership:

• Own and execute the NFP go-to-market strategy in alignment with Quatrro corporate objectives
• Drive new logo acquisition, organic growth, cross-sell, and referral-based expansion
• Develop and manage key referral relationships (boards, foundations, auditors, banks, consultants)
• Partner with Marketing to execute targeted campaigns, thought leadership, events, and content
• Lead proposal strategy, pricing collaboration, and executive-level sales engagement

Revenue, Pipeline & Financial Accountability:

• Own market-level revenue, growth, and gross margin targets
• Maintain and review pipeline health, conversion rates, and forecast accuracy
• Conduct monthly P&L reviews in partnership with Finance and Practice Leadership
• Address underperforming or low-margin clients through corrective action or transition plans
• Establish and track KPI dashboards for revenue, retention, and client profitability

Client Relationship & Retention:

• Serve as executive sponsor for key NFP clients
• Ensure consistent client engagement cadence (QBRs, executive check-ins)
• Monitor CSAT and Net Promoter Scores; lead response to escalations or at-risk accounts
• Partner with Practice Leaders to ensure service alignment with client expectations
• Own renewal strategy and retention performance for the NFP market

Market Strategy, Brand & Thought Leadership:

• Represent Quatrro as a senior leader in the NFP sector
• Drive speaking engagements, conferences, workshops, and published thought leadership
• Oversee development of standardized NFP marketing materials and case studies
• Sponsor innovation pilots (bundled services, outcome-based pricing, new offerings)
• Monitor market trends, competitors, and acquisition opportunities

Internal 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 organization
• Ensure strong coordination with Practice Leaders on staffing forecasts and capacity planning
• Partner with Finance, HR, Technology, and Marketing to support growth objectives
• Contribute to overall Quatrro leadership initiatives and culture

Key Performance Indicators (KPIs):

• Revenue growth (new logo, organic, cross-sell)
• Client retention and renewal rates
• Gross margin and client profitability
• Sales pipeline value, velocity, and conversion
• Client satisfaction (CSAT / NPS)
• Market brand presence and thought leadership impact

Corporate Responsibility:

• Sales-Supports the market team in efforts to grow sales with existing customers along with growing the customer base. Maintains operational capability to support new customers in an environment of rapid growth.
• Finance-Works closely with the Finance Team to provide required periodic reporting.
• Technology-Ensure through IT team that the technology is current and equipment and resources are adequately available to produce quality delivery and operational support.
• HR-Ensure staff’s compliance with company policies
• Third-party Contractors – negotiates with, selects and manages subcontractors and third-party providers, monitors performance, and takes corrective action as required.

Others duties and responsibilities:

• Assess/limits risk exposure to Quatrro
• Represents Quatrro to industry organizations
• Other duties as requested
• Supervisory responsibilities:
• Leads and manages daily direct reports. Responsible for direct and indirect subordinates in the vertical

Fiscal responsibilities:

• Oversees the P&L for the Division

Extent 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 interactions.
• Continually serves as a representative of Quatrro to the clients, displaying courtesy, tact, consideration, and discretion in all interactions.
• Frequently negotiates contracts, answers questions from accounting staff, and interacts with division corporate staff.

Knowledge and Skills:
Required:

• 4-year degree in accounting, finance, or business, 15+ years of senior leadership key account management or client service management experience.
• Demonstrated success leading market growth, sales, and client relationships.
• Experience leading diverse, large, high-performing teams.
• Personable leader who enjoys developing relationships with clients and staff.
• High energy level and act as leader and mentor to team.
• Ability to empathize and hold staff/self-accountable for deliverables.
• Strong financial acumen with experience managing P&Ls and growth targes. Excellent presentation, written and verbal communication skills.
• Ability to successfully organize deliverables and manage priorities.
• Strong working knowledge of personal computers, and of Microsoft Word, Excel and PowerPoint

Preferred: 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.
Working Conditions and Environment: Employee must be willing to work at location in a small-to mid-sized office setting, plus attend client conferences and meetings that may or may not be held during the workday. Travel to other Quatrro locations or client offices may be necessary, as well as attendance at company management meetings with other offices throughout the globe. Other travel may be required based on business needs and must be approved by the CEO.
#li-hybrid

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