Managing Director - Detroit - Quatrro BSS

Description

Overview

Quatrro Business Support Services (QBSS) is a technology-enabled, cloud-based outsourcing firm serving small, mid to large enterprises across industries. The company provides world-class teams with personal service and a client portal for online visibility and management. Quatrro emphasizes smarter systems, professional delivery, and customer and employee satisfaction at scale.

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 growing sales with existing customers and expanding the customer base, while maintaining capacity for new customers during growth
• Finance works with the Finance Team to provide required periodic reporting
• Technology ensures IT systems and resources are current to enable quality delivery and operational support
• HR ensures staff compliance with company policies
• Third-party Contractors – negotiates with, selects and manages subcontractors and providers, monitors performance, and takes corrective action as required

Other duties and responsibilities

• Assess/limit risk exposure to Quatrro
• Represent 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 industry organizations and the broader community, displaying courtesy, tact, consideration, and discretion
• Continually represents Quatrro to clients with similar professional standards
• 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; acts 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 targets; excellent presentation, written and verbal communication skills
• Ability to organize deliverables and manage priorities
• Strong working knowledge of personal computers and Microsoft Word, Excel and PowerPoint

Preferred: Experience in managing finance and accounting processes within the Not-For-Profit industry, managing large accounts, and leading large teams of 300+ FTEs across global locations

Desirable: MBA/CPA; strong F&A domain knowledge; knowledge of technology platforms used in the F&A outsourcing industry

Working Conditions and Travel

Employee must be willing to work at a location in a small-to mid-sized office setting, with potential attendance at client conferences and meetings. Travel to other Quatrro locations or client offices may be necessary, as well as attendance at company management meetings with other offices globally. Other travel may be required based on business needs and must be approved by the CEO.

#li-hybrid

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