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A Comprehensive Introduction to U.S. Sales Tax for European Tech Executives



This post is a guest blog courtesy of Alex Oxford, the Founder at TaxValet.


As European enterprises continue to innovate and dominate within the technology sector, the U.S. market offers vast potential for expansion. However, navigating the nuances of the U.S. sales tax system can be a formidable challenge. This guide, tailored for tech CEOs and CFOs, offers a foundational understanding to ensure a smooth transition.


Contrasting VAT and U.S. Sales Tax: Fundamental Differences


Sales tax: The American Way

At its core, the U.S. sales tax is a consumption tax that is applied solely at the product’s final sales to the consumer. When consumers purchase goods or services, they're charged an additional amount – that's the sales tax. Even though sales tax is paid by the customer, it is the business's responsibility to calculate, collect, and pay the sales tax. Within the United States, sales tax is typically administered at the state level, with tax rates varying at the local level. In fact, there are thousands of different tax jurisdictions that need to be accounted for.


However, the system offers businesses some breathing room. With the right resale or exemption certificates, they can sidestep this tax on specific inputs. This ensures businesses aren't overly burdened, particularly when they intend to resell items or when certain product categories are tax-exempt.


VAT: The European Approach

Meanwhile, the VAT system spreads its net far and wide. Every production or distribution stage sees a bit of VAT added. Although it's multi-layered, the final consumer eventually covers its costs. One could argue that it's simpler, given its broad base and fewer exceptions.


Drawing Distinctions: Sales Tax vs. VAT

When contrasting these two systems, a few key differences come to the fore:


● Collection Points: Sales tax is a one-time affair, charged during the final sale. VAT, however, is collected at multiple stages.

● Complex Jurisdictions: While VAT is usually uniform across the country, the USA’s sales tax system is more complex since states, counties, cities, and special jurisdictions all need to be considered.

● Refunds and Reimbursements: VAT's input-output mechanism can feel like a cashback system for businesses. If they pay more VAT than they collect, a refund awaits. Sales tax lacks this precise structure, but with the right exemptions, businesses can achieve similar benefits.


Understanding Nexus: The Core of U.S. Sales Tax Obligations

The concept of "nexus" is central to the U.S. sales tax system. Your business owes sales tax in any state where you have sales tax “nexus”, which is a fancy way of saying you have sufficient presence in a state such that the government can enforce a tax collection responsibility.


There are many ways that your business can trigger nexus in a state. However, the two most common ways to establish nexus in a state are through having a physical presence, or crossing economic nexus thresholds:


Physical Presence: Physical presence is established when you have a tangible presence in the state, such as having employees, contractors, an office or a warehouse there.

Crossing Economic Nexus Thresholds: Economic nexus is established when you cross a state’s sales or transaction count thresholds. The thresholds vary state-to-state, but the most common threshold is $100,000 in sales or 200 separate transactions. You can see each state’s economic nexus thresholds here.


It’s important to note that if you create sales tax nexus in a state for any reason you are now responsible for collecting and remitting sales tax on all taxable transactions moving forward. You can think of nexus like a lightswitch … it’s either “on” or “off”. States have been working hard to make it as easy as possible for businesses to trigger nexus in their jurisdictions (imagine that).


The State-Centric Nature of U.S. Sales Tax

Each U.S. state holds the autonomy to dictate its sales tax rates and stipulations. This results in:


● Diverse exemptions, sometimes extending to digital products such as software-as-a-service, downloadable software, streaming services, and more.

● Variability in origin vs. destination-based sales tax calculation. In certain states, the tax rate is due based on where the customer is located. In other states, it is based on where the item is being “shipped” from. This can be particularly tricky for companies that sell digital products.

● Furthermore, sub-jurisdictions within states, such as counties or cities, may impose their supplementary sales taxes.


The Nuances of Home-rule Jurisdictions

Certain states, including Colorado and Louisiana, adhere to a "home-rule" system. Under this, localities have the authority to administer and regulate their own sales tax, leading to potential variations even within a state's boundaries. This means that in certain states you could be responsible for submitting multiple sales tax returns for the various jurisdictions. Such intricacies emphasize the necessity for meticulous research and robust compliance mechanisms.


The Implications for Tech Enterprises

Any oversight or misinterpretation regarding these tax regulations can result in substantial penalties and operational disruptions. As tech enterprises scale within the U.S., the evolving nature of customer demographics can alter nexus status and subsequent tax responsibilities. Vigilance and proactive measures are imperative.


As you begin your journey to mitigated U.S. sales tax risk, it is important to keep the following in mind:


Nexus: Do you know where you have sales tax nexus and what your potential exposure is in those states? Do you have a plan to monitor if your business is crossing nexus thresholds in new states?

Tax Calculation: Are your accounting and invoicing systems set-up to calculate tax accurately given that the USA has thousands of different tax jurisdictions all with their own rates and rules?

Product Taxability: Are your products or services subject to tax in the jurisdictions that you have nexus? If exemptions are available, are you certain that you fit within their narrow definition?


Leveraging TaxValet for Informed Decision-Making


Efficiently navigating the sales tax landscape requires adept tools and resources. TaxValet offers an all-inclusive sales tax service designed for tech businesses poised for U.S. expansion. Sales tax in the United States is extremely complex, and even moreso for international businesses who may be unfamiliar with the territory. This is where leveraging the experience of a dedicated team of experts really comes in handy. Beyond being a cost-effective alternative, it is a strategic asset for businesses prioritizing compliance and informed decision-making.


If you’d like to learn more about TaxValet or have a conversation about how we can help you, you can schedule a free initial consultation with our team here.



Alex Oxford, CMI, is the founder of TaxValet and has over a decade of sales tax expertise. Alex specializes in nexus, filings, audits, research, and product taxability for e-commerce and software businesses. He holds the highest sales tax designation possible within the United States, the CMI, granted by the Institute of Professionals in Taxation. Alex is a recognized author and speaker on sales tax-related topics and entrepreneurship.




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