Vice President of Sales, ERP Pro & Municipal Justice

Key Responsibilities

• Responsible for driving recurring revenue growth, market expansion, forecasting accuracy, and sales execution across the ERP Pro and Municipal Justice portfolios
• Own recurring revenue growth performance across the ERP Pro and Municipal Justice software portfolio, 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 opportunities pursued are a strong strategic and operational fit
• Support strategic modernization initiatives that drive 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
• Drive cross-sell and expansion opportunities across the broader Tyler portfolio by partnering with peer sales organizations and supporting One Tyler go-to-market alignment
• Lead strategic initiatives that expand recurring revenue opportunities, strengthen competitive positioning, and open new growth markets
• Identify emerging growth opportunities, adjacent markets, and competitive threats

Team Leadership & Organizational Development

• Develop and coach sales leaders, building leadership capability, succession plans, and organizational depth across the commercial organization
• Lead and develop a commercial organization of over 45 team members across Inside Sales, Field Sales, and Solutions Engineering
• Build a culture of accountability, urgency, and collaboration
• Establish organizational structures, role clarity, and accountability across the commercial organization
• Establish clear performance expectations and hold leaders accountable for achieving sales, pipeline, forecasting, and customer engagement objectives
• Develop territory plans, quota assignments, account coverage strategies, and resource allocation models that support growth objectives
• Regularly evaluate territory assignments, quota allocation, account coverage, and organizational capacity to ensure alignment with market opportunity and business objectives
• Drive sales process standardization and operational rigor across all commercial functions
• Ensure sales professionals and sales leaders have the training, tools, resources, product knowledge, and coaching necessary to effectively engage customers and achieve business objectives
• Drive continuous improvement in proposal quality, sales process effectiveness, and commercial execution

Customer Retention & Growth

• Partner with customer-facing teams to strengthen retention, customer satisfaction, and expansion opportunities
• Ensure commercial engagement strategies support customer success and long-term account growth
• Work cross-functionally with at-risk accounts to improve outcomes
• Develop executive engagement strategies for strategic customers, prospects, and partners to strengthen retention, expansion, and new business opportunities

Marketing & Go-To-Market Strategy

• Partner closely with Marketing leadership to define and execute messaging strategy, demand generation initiatives, campaign priorities, and market positioning
• Ensure messaging reflects customers’ 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

• 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
• Ensure Solutions Engineering resources are aligned to strategic opportunities, product priorities, and revenue objectives

Cross-Functional Leadership

• Align go-to-market execution with Product Management, Product Development, Professional Services, Support, and Marketing priorities
• 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

Required 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
• Demonstrated success leading managers of managers within a complex sales organization
• Strong understanding of the public sector, particularly local government agencies, and familiarity with ERP and municipal justice solutions
• Experience managing inside sales, 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 leading 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