Looking to find out more about TaxConnex? What better way than hearing from our founders and partners? Learn from the best by hearing from the ones that built TaxConnex. Over the next few months, we will be highlighting the Partners of TaxConnex. Next up, our CRO, Brian Greer.
Gain insight into Brian's career and his plans for our future as well as how sales tax has evolved over the years.
Can you tell me about your career leading up to TaxConnex?
My career has predominantly been in the selling field and over the last 20+ years selling sales tax services. I started my career developing and implementing sales training programs (not sales tax training) and after a few years shifted into direct sales. Initially I sold various software and technology solutions. Eventually, I moved into selling sales tax services at Tax Partners where I first met TaxConnex’s current managing partner and founder, Robert Dumas. I worked at Tax Partners through the acquisition by Thomson Reuters and eventually re-joined Robert here at TaxConnex in 2010.
Can you describe your time here at TaxConnex and how your position has evolved?
For the first 9 years I was the sole sales and marketing person in the business. In 2019, we started building a sales and marketing organization and hired a Director of Marketing and a Director of Sales. Most recently, we also hired a Director of Alliances/Partnerships. It’s great to have a separate, dedicated sales organization at this point allowing me to focus on marketing and partner alliances.
What accomplishments/milestones are you most proud of?
Professionally here at TaxConnex, it’s exciting to hit $10M in revenue. It’s fun to think back on how the business has evolved from a small business where the partners sat in a single room together to an organization of 100+ people today.
What do you hope is in store for the future here at TaxConnex?
We plan to continue to grow the business, and I hope provide an opportunity for all our employees to find a fulfilling career and an ability to support themselves and their families.
What TaxConnex core value means the most to you?
I like Transparency. I don’t like surprises, and I like our customers to understand what they are getting from TaxConnex (and maybe not getting) before they decide to work with us.
What qualities do you think a leader must possess to be successful?
Personally, I believe it’s important to trust your direct reports and empower them to make the right decisions. I also believe it’s key to help remove obstacles so that they are free to perform their responsibilities.
Can you name a person who has had a tremendous impact on you in your career?
The most influential managers in my life were the ones that doubted me. I had two separate managers early in my career that motivated me to “prove them wrong”. I’ve had some very positive influences as well – I can think of a couple – but I’ve always been motivated when someone tells me I can’t...I say watch me.
What is your favorite aspect of your job?
We are providing peace of mind to business owners and executives that don’t want to deal with sales tax. I love the fact that I have hundreds of happy clients that I can point to and know that we are delivering a great and valuable service to them.
What qualities do you look for when hiring for your team?
I want to surround myself with the most capable individuals and let them do what they do best. They need to be a self-starter, able to work strategically and tactically (not be afraid to get into the weeds), they need to fit in with the team, and they need to be humble.
How have you seen sales and use tax change since you've been in this field? And do you think it will continue to change and develop in the years to come?
The most obvious change is Wayfair back in 2018. I think currently, sales tax is at a bit of a crossroads where businesses continue to want sales tax to be simplified, but I believe state and local governments are not highly motivated to change anything currently. Since Wayfair was decided, states have seen an influx of new businesses registering for sales tax and an increase in tax revenue. The states just aren’t motivated to simplify sales tax at the moment. I don’t expect to see any substantial changes in the near-term.
What do you think makes TaxConnex unique?
We’ve been successful by staying focused on one thing – sales tax compliance outsourcing. Of course, we wouldn’t be here without our people, but the singular focus is critical in our decision making and where we invest our time and resources.