Head of Sales

Head of SALT Sales & Local Tax Recovery Division

Location: Boston, MA or Phoenix, AZ (Relocation Assistance Available for Exceptional Candidates)

Compensation: Open for the Right Candidate Potential Equity/Profit Participation

Type: Full-Time, Executive Leadership

Confidential Search

Position Summary

The Head of SALT Sales & Local Tax Recovery Division will be responsible for building and leading SALT Recovery practice. This executive-level leader will combine deep technical expertise in sales and use tax recovery with strong commercial acumen to develop client relationships, generate revenue, deliver successful engagements, and scale a high-performing team.

The ideal candidate possesses both practitioner and business-builder capabilities, with a demonstrated track record of identifying recovery opportunities, winning new business, executing client engagements, and driving profitable growth.

Key Responsibilities

Business Development & Revenue Growth

• Develop and execute the strategic growth plan for the company's SALT Recovery division.
• Identify, pursue, and secure new client opportunities across multiple industries.
• Build and maintain executive-level relationships with prospective and existing clients.
• Create a sustainable pipeline of SALT recovery engagements and recurring revenue opportunities.
• Collaborate with sales organization to expand market penetration and cross-sell services.

Practice Leadership

• Build and lead a high-performing SALT Recovery team.
• Establish service offerings, methodologies, and delivery standards.
• Develop operational processes to support scalability and profitable growth.
• Serve as the subject matter expert and thought leader for SALT recovery services.
• Participate in strategic planning and contribute to broader business growth initiatives.

Client Delivery

• Lead and oversee sales and use tax recovery engagements from opportunity identification through delivery.
• Ensure exceptional client service, technical accuracy, and measurable client outcomes.
• Provide technical guidance on state and local tax recovery opportunities, refund claims, audit support, and related engagements.
• Maintain high standards of quality control and compliance.

Sales Enablement & Training

• Train and educate sales teams on SALT recovery solutions, value propositions, and opportunity identification.
• Develop marketing collateral, client-facing presentations, and sales support materials.
• Partner with internal stakeholders to enhance awareness and drive business development efforts.

Required Qualifications

• Bachelor's degree in accounting, Finance, Tax, Business, or a related field.
• 7-10 years of experience in Sales and Local Tax (SALT), tax recovery, indirect tax consulting, or a related field.
• Exceptional candidates with 5 years of highly relevant experience will be considered.
• Proven expertise in Sales & Use Tax recovery and the successful delivery of client mandates.
• Demonstrated success generating revenue, developing business, and managing client relationships.
• Strong understanding of state and local tax regulations, recovery methodologies, and refund opportunities.
• Excellent communication, presentation, and executive-level consulting skills.
• Ability to thrive in an entrepreneurial, fast-paced, growth-oriented environment.
• Experience building, mentoring, and leading teams.

Preferred Background

Candidates with experience from leading SALT and tax recovery firms such as:

• Ryan
• DMA
• Tax Metrics
• Other comparable SALT consulting and tax recovery organizations

Ideal Candidate Profile

The successful candidate will be:

• Entrepreneurial and motivated by building a business from the ground up.
• Commercially minded with strong business judgment.
• Equally comfortable developing new business and delivering complex client engagements.
• A credible advisor who can engage CFOs, Controllers, Tax Directors, and other executive stakeholders.
• A strategic thinker capable of rapidly scaling a profitable practice.
• A natural leader who inspires confidence, accountability, and performance.

Why this company?

• Rare opportunity to build and lead a new business division with significant executive visibility.
• Direct impact on strategy, growth, and market expansion.
• Opportunity to create a scalable, high-growth revenue stream.
• Potential equity, profit-sharing, or participation structure for the right candidate.
• Competitive compensation package tailored to experience and market value.

Confidential Search

This is a highly confidential executive search. Candidate identification, discussions, and outreach will be handled with the utmost discretion throughout the process.