Managing Director, State and Local Tax

Responsibilities:

Practice Leadership & Strategy
• Lead and execute the strategic vision for the State Income Tax practice.
• Develop and implement initiatives to drive revenue growth, profitability, and market expansion.
• Partner with Specialty Tax and SALT leadership to identify emerging market opportunities and service offerings.
• Develop annual business plans, revenue forecasts, staffing plans, and growth initiatives.
• Serve as a key leader within the Specialty Tax organization and contribute to department-wide strategy.
Client Service & Technical Leadership
• Serve as executive relationship leader for key State Income Tax clients.
• Advise clients on complex multistate income tax issues, including:
• Nexus determinations
• State apportionment methodologies
• Unitary and combined reporting
• State tax planning strategies
• Compliance and filing requirements
• State tax controversy and audit matters
• Oversee the quality, consistency, and technical accuracy of all client deliverables.
• Function as a subject matter expert on multistate income tax developments and emerging regulatory changes.
• Support high-risk and highly visible client engagements.
Business Development
• Drive organic revenue growth through new client acquisition and expansion within existing client relationships.
• Develop and execute business development strategies for the State Income Tax practice.
• Identify cross-selling opportunities throughout Aprio's Tax, Advisory, and Managed Services practices.
• Build and maintain relationships with referral sources, industry organizations, and strategic partners.
• Participate in presentations, webinars, conferences, and thought leadership initiatives.
Financial & Operational Management
• Own revenue growth, realization, utilization, backlog, and margin performance for the State Income Tax practice.
• Monitor key performance indicators and develop action plans to address operational challenges.
• Partner with Finance and Operations leadership to:
• Improve leverage
• Optimize staffing models
• Increase realization
• Reduce bottlenecks
• Improve client experience
• Develop scalable processes and workflows that support continued growth
Talent Leadership & Team Development
• Lead, coach, and mentor Directors, Senior Managers, Managers, and emerging leaders.
• Build a strong leadership pipeline within the practice.
• Support recruiting, interviewing, onboarding, and retention efforts.
• Foster a culture of accountability, collaboration, innovation, and continuous improvement.
• Drive team engagement, technical excellence, and career development initiatives.

Qualifications:

CPA required; MST, JD, or advanced tax degree preferred.
12+ years of progressive State and Local Tax experience within public accounting, consulting, or professional services.
Deep technical expertise in:
Multistate income tax compliance
Apportionment
Nexus studies
State tax planning
ASC 740 state tax considerations
Tax controversy matters
Demonstrated experience managing large client relationships and complex engagements.
Proven success leading high-performing teams in a professional services environment.
Strong business development track record with measurable revenue generation experience.
Exceptional communication, leadership, and relationship management skills.
Experience managing practice financial performance, including revenue, realization, leverage, and profitability.
Success in this role will be measured by:
Revenue growth and new business generation.
Improvement in practice profitability and realization.
Team retention and leadership development.
Client satisfaction and expansion.
Successful execution of strategic growth initiatives.
Development of scalable operational processes that support continued growth of the State Income Tax practice.