Vice President of Sales, Appraisal & Tax

About the Role

The Vice President of Sales is responsible for leading Tyler’s Appraisal and Tax sales organizations to drive recurring revenue growth, customer retention, and market expansion. This leader oversees an outside sales and solution consultant team of approximately 10 people and is accountable for achieving annual revenue targets exceeding $10 million through new customer acquisition, customer expansion, and retention across the Appraisal Services and Technology portfolios.

The role requires a highly engaged, hands-on sales leader who builds accountability, strengthens execution discipline, develops leaders, and creates a high-performance culture while maintaining strong visibility into customers, opportunities, and sales execution. The Sales VP partners closely with Marketing to shape and execute market messaging, demand generation strategy, and go-to-market initiatives, and collaborates extensively with leaders across Application Support, Technical Support, Professional Services, Training, Product Management, and Product Development.

Responsibilities

• Revenue Growth & Sales Leadership
  • Drive recurring revenue growth, market expansion, forecasting accuracy, and sales execution across the Appraisal Services and Technology portfolios
  • Own recurring revenue growth performance, including new customer acquisition, expansion revenue, and retention
  • Develop and execute annual and quarterly sales strategies aligned with company growth objectives
  • Establish sales targets, pipeline expectations, forecasting discipline, and performance metrics across all commercial functions
  • Maintain governance over deal qualification to ensure strategic and operational fit
  • Support strategic modernization initiatives driving recurring revenue growth, customer adoption, and long-term platform evolution
  • Lead forecasting accuracy, pipeline inspection, deal progression, and revenue attainment reviews
  • Establish and maintain high standards for CRM data quality, pipeline hygiene, forecasting accuracy, and sales process adherence
  • Personally engage in strategic opportunities, executive-level customer relationships, and high-value deal negotiations
  • Drive disciplined sales execution through consistent operating cadence, accountability, and performance management
  • Lead cross-sell and expansion opportunities across the broader Tyler portfolio by partnering with peer sales organizations
  • Identify emerging growth opportunities, adjacent markets, and competitive threats
• Team Leadership & Organizational Development
  • Build, develop, and lead a high-performing commercial organization of over 10 team members across Inside Sales, Field Sales, and Solutions Engineering
  • Develop and coach sales leaders, building leadership capability, succession plans, and organizational depth
  • Establish a culture of accountability, urgency, and collaboration
  • Define organizational structures, role clarity, and accountability across the commercial organization
  • Set clear performance expectations and hold leaders accountable for sales, pipeline, forecasting, and customer engagement objectives
  • Develop territory plans, quota assignments, account coverage strategies, and resource allocation models supporting growth objectives
  • Regularly evaluate territory assignments, quota allocation, account coverage, and organizational capacity
  • Drive sales process standardization and operational rigor across all commercial functions
  • Ensure sales professionals and leaders have the training, tools, resources, and product knowledge necessary to engage customers effectively
• Customer Retention & Growth
  • Strengthen customer retention, expansion, executive relationships, and long-term account growth
  • Partner with customer-facing teams to improve retention, customer satisfaction, and expansion opportunities
  • Develop executive engagement strategies for strategic customers, prospects, and partners
  • Work cross-functionally with at-risk accounts to improve outcomes
• Marketing & Go-To-Market Strategy
  • Partner closely with Marketing leadership to define and execute messaging strategy, demand generation initiatives, and market positioning
  • Ensure messaging reflects customer needs, market dynamics, product differentiation, and competitive realities
  • Provide market intelligence and field feedback to improve campaign effectiveness and sales conversion
  • Align sales execution with product launches, campaigns, and strategic growth initiatives
• Solutions Engineering Leadership
  • Maximize the effectiveness of the Solutions Engineering function
  • Ensure demonstrations effectively communicate customer value and competitive differentiation
  • Establish feedback loops between Solutions Engineering, Product Management, Professional Services, and Support
  • Regularly review demonstration quality, messaging consistency, and sales engineering effectiveness
  • Support launch readiness and field enablement for new products and capabilities
  • Align Solutions Engineering resources to strategic opportunities, product priorities, and revenue objectives
• Cross-Functional Leadership
  • Align sales execution with customer outcomes, product strategy, and operational readiness across the organization
  • Improve handoffs between sales and implementation/support teams
  • Ensure customer feedback informs product strategy
  • Coordinate strategic account strategies across departments
  • Ensure proposed solutions accurately reflect product capabilities, implementation realities, and customer success considerations
  • Support successful commercialization of new products, capabilities, and strategic initiatives

Qualifications

• Significant experience leading enterprise software sales organizations, including multiple years in senior sales leadership roles with responsibility for revenue growth, forecasting, talent development, and organizational performance
• Demonstrated success scaling recurring revenue businesses and consistently exceeding growth targets
• Strong understanding of the public sector
• Experience managing field sales, business development, and/or pre-sales engineering organizations
• Experience leading geographically distributed teams across multiple regions and functions
• Strong executive presence with experience in strategic customer engagements, executive relationship management, and complex negotiations
• Strong analytical and data-driven decision-making skills, including forecasting, pipeline management, performance analysis, and strategic planning
• Experience establishing forecasting discipline, CRM data quality standards, and sales process rigor across a commercial organization
• Experience partnering closely with Marketing on messaging, demand generation, market positioning, and go-to-market execution
• Proven ability to lead through influence and drive alignment across cross-functional teams within a matrixed organization
• Exceptional leadership and talent development skills, with a track record of building high-performing teams and developing future leaders
• Strong verbal and written communication skills, with the ability to build credibility and influence at all levels of an organization

Leadership Competencies

• Drive for Results - Consistently delivers strong business outcomes through disciplined execution and accountability
• Strategic Agility - Balances immediate revenue objectives with long-term market positioning and organizational growth
• People Leadership - Builds high-performing teams through coaching, clarity, development, and accountability
• Collaboration & Partnership - Works effectively across departments to drive shared success and customer outcomes
• Executive Communication - Communicates clearly and credibly with customers, executives, peers, and team members
• Customer Focus - Maintains strong awareness of customer needs, market expectations, and retention drivers

Schedule

Regular travel for customer meetings, industry events, internal leadership meetings, and team engagement.