Head of SALT Sales & Local Tax Recovery Division en Distro

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.

 

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