Beyond Borders: Leading a Marketplace for Expat Tax Services

Client Overview

Our client is a private equity firm specializing in search fund investments, with a strategic focus on partnering with entrepreneur-operators to acquire and scale companies with highly predictable revenue models. Founded in 2010 and headquartered in San Mateo, California, the firm leverages its decades of operating experience to take an active role in all phases of the investment lifecycle—from screening and diligence to operational management and exit strategy.

Over the past ten years, the firm has backed 175 searchers and completed more than 60 operating company investments through the search fund model. Their most recent acquisition is a managed marketplace for expat tax services—a niche, high-margin industry positioned to benefit from increasing demand among digital nomads and global professionals navigating U.S. taxation requirements abroad.

The Challenge / Mandate

To accelerate the growth of their newly acquired tax services company, the client sought a CEO with a strong entrepreneurial drive and the operational rigor to scale a lower-middle-market business. Revenues had shown strong momentum, and the Board was looking for a leader who could design and execute a sustainable growth strategy while rolling up their sleeves in a hands-on operating environment.

The ideal candidate would have experience working in or serving PE-backed companies, a generalist background with exposure to multiple business functions, and a strategic mindset rooted in execution. Specific focus areas included improving channel performance, refining the operating model, and building a strong internal team culture while maintaining close collaboration with the Board.

Search Strategy

The search prioritized candidates with a well-rounded business background, ideally including experience in management consulting, private equity, or entrepreneurial operating roles. Candidates with top-tier MBAs, exposure to B2C models, or functional knowledge in tax, digital marketing, or lead generation were strongly considered. Key traits included:

• Strong business acumen and analytical rigor
• Proven experience driving growth in lower-mid market companies
• High EQ and ability to influence across senior and frontline stakeholders
• Entrepreneurial mindset and hands-on leadership style
• Ability to prioritize, delegate, and scale operational processes

The Placement

The selected CEO brought a compelling mix of operational leadership, strategic consulting, and investment experience. Most recently, he served as COO of a $7M+ SaaS subsidiary focused on technology and financial empowerment tools, where he led all day-to-day operations and executed strategic growth initiatives. As CIO at the same parent company, he oversaw M&A activity totaling over $22 million in investments and acquisitions.

His earlier career included roles in strategy consulting and private equity, including project leadership within a global tech firm’s internal strategy group and an associate role evaluating diverse investment opportunities. He began his career at L.E.K. Consulting, where he managed strategic engagements in tech, healthcare, and media. His cross-functional experience, paired with a track record of execution and transformation, made him an ideal fit to lead and scale the expat tax services platform.

The Outcome

The CEO placement has positioned the portfolio company to capitalize on favorable industry tailwinds while instilling operational discipline and strategic clarity. With a renewed focus on scalable growth levers, cross-functional accountability, and enhanced team alignment, the company is now executing against an ambitious roadmap to expand market share and strengthen its competitive moat in the digital-first tax services space.