About the Opportunity
An established consulting organization is seeking an entrepreneurial leader to build, scale, and lead a newly established Sales & Local Tax (SALT) Recovery practice.
This is a unique opportunity for a proven SALT professional to create a business line from the ground up, shape strategy, drive revenue growth, and establish a market-leading SALT recovery practice. The successful candidate will have the autonomy and support to develop service offerings, build a team, win new business, and deliver exceptional client outcomes.
Position Summary
The Head of SALT Sales & Local Tax Recovery Division will be responsible for building and leading the organization's 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 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 internal sales and business development teams 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 State & 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 engagements.
- 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 (DuCharme, McMillen & Associates)
- Tax Metrics
- Big Four SALT Practices
- National and regional tax consulting firms
- 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 Join?
- 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.
- Relocation assistance available for exceptional candidates.
Benefits:
Work Location: In person
