Sales Leader

Position Overview

Baden Tax Management is seeking a Sales Leader to drive new business development for the firm. This is a full-cycle sales role with a strong emphasis on relationship-based, research-driven prospecting in a long-cycle B2B environment. The ideal candidate understands that in specialized professional services, trust and timing matter more than volume, and they structure their work accordingly.

About Baden Tax Management

Baden is a specialized tax firm focused on personal property tax compliance, sales and use tax support, and property tax consulting for large, multi-state businesses. Our clients include manufacturers, retailers, logistics companies, and other organizations with complex asset footprints across multiple jurisdictions. We are not a generalist firm. We go deep in a niche, and our clients value that expertise.

What You Will Do

Research-Driven Prospecting (60 to 75% of Time)

  • Monitor intent signals and buyer behavior data to identify companies actively exploring solutions aligned with our services.
  • Research target companies to understand their footprint, compliance challenges, recent organizational changes, and potential pain points.
  • Craft personalized outreach based on specific, relevant context, not templated messages.
  • Track trigger events (acquisitions, expansions, new locations, regulatory changes) and initiate timely outreach.
  • Re-engage dormant contacts and warm leads with updated, relevant messaging.
  • Build relationships through LinkedIn engagement, industry associations, and professional networks.

Pipeline and Relationship Management (20 to 30% of Time)

  • Manage a pipeline of prospects through nurturing cycles that can span 3 to 12 months.
  • Conduct discovery and scoping conversations to qualify opportunities.
  • Coordinate with subject-matter experts to bring technical credibility into sales conversations.
  • Maintain accurate, complete records in the CRM (ClaritySoft) including activity logs, pipeline stages, and forecasting data.
  • Participate in weekly pipeline reviews and provide transparent reporting on activity and results.

Collaboration and Coordination (5 to 10% of Time)

  • Work with the marketing function to align outreach messaging with firm-wide campaigns and content.
  • Provide feedback on lead quality, market signals, and buyer objections to inform strategy.
  • Support onboarding of new clients by facilitating handoff to the service team.

What You Will Not Do

  • Spend the majority of your time on cold calling or mass outreach. Baden uses technology and automation for top-of-funnel volume. Your focus is on relevance and conversion.
  • Administer the CRM, manage email campaigns, or configure data tools. That is handled by the enablement function.
  • Deliver client services. You are responsible for winning the work, not performing it.

What We Are Looking For

  • 10+ years of B2B sales experience in professional services, ideally in tax, accounting, finance, or compliance-related fields.
  • Demonstrated success in long-cycle, relationship-driven sales environments.
  • Comfort with technology: CRM systems, intent data platforms, LinkedIn, and AI-assisted tools. You do not need to be a power user, but you need to be willing to work inside these systems daily.
  • Strong written communication skills. Much of the outreach in this role is written, and it needs to be sharp, relevant, and professional.
  • Self-direction and discipline. This role requires you to manage your own time, prioritize effectively, and maintain consistent daily activity without close supervision.
  • Intellectual curiosity about the tax and compliance space. You do not need to be a tax expert, but you need to understand enough about our clients’ challenges to have credible conversations.

Compensation

Base salary plus performance-based incentives tied to pipeline creation and closed revenue. Details to be discussed based on experience.

Location

This role can be performed remotely with periodic travel to the Fort Wayne, Indiana office and to industry events and client meetings as needed.