Go-to-market and sales team build at Headcount ERC

Headcount ERC helped eligible US businesses claim the federal Employee Retention Credit. The offer was real and the market was huge, but there was no go-to-market motion and no sales team. I built both from scratch: the plan, the playbook, and a floor of SDRs and AEs I hired and managed.

US tax-credit (ERC) recovery, Go-to-market and sales team build

The situation

A US firm helping eligible businesses claim the federal Employee Retention Credit, money many of them were genuinely owed and had no idea they qualified for. The offer was real and the addressable market was enormous, but there was no go-to-market motion to reach it at scale and no sales team to run it. On top of that it was a high-velocity, high-volume sale against the clock: a closing filing window and a buyer who had already been cold-called by a dozen ERC shops and trusted none of them. Trust had to be earned fast, at scale.

What I did

• Built the entire go-to-market plan and sales strategy from scratch
• Defined the ICP, the qualification criteria and the outbound messaging that cut through the ERC noise
• Designed the full sales process and playbook, from first touch to signed engagement
• Recruited, hired and onboarded the team of SDRs and AEs
• Managed the SDRs and AEs day to day: targets, scripts, coaching, pipeline and performance

What changed

A go-to-market motion and a trained SDR and AE sales floor where there had been neither, turning a huge but skeptical, hard-to-reach market into a managed, repeatable outbound engine.

Client figures are under NDA, so none are published here. Ask me on a call.