Analysis Skills, Audiovisual, Business Development, Business Strategy, Cadence, Campaigns, Coaching, Communication Skills, Competitive Analysis/Strategy, Continuous Improvement, Cross-Functional, Cross-Selling, Customer Acquisition, Customer Relations, Customer Relationship Management (CRM), Customer Retention/Renewal, Customer Satisfaction, Customer Support/Service, Customer/Client Research, Data Quality, Demand Generation, ERP (Enterprise Resource Planning), Enterprise Applications, Enterprise Sales, Exceeded Sales Goal, Executive Relationships, Field Sales, Field Trials, Financial Analysis, Forecasting, Government, Inside Sales, Leadership, Local Government, Market Entry Strategy, Marketing, Marketing/Promotional Messaging, Matrix Management, Negotiation Skills, Operational Strategy, Operations Processes, Organizational Development/Management, Partner Sales, Performance Analysis, Performance Management, Performance Metrics, Pre-Sales, Presentation/Verbal Skills, Process Improvement, Product Demonstration, Product Development, Product Management, Product Positioning, Product Strategy, Product/Service Launch, Professional Services, Quality Management, Quality Metrics, Relationship Management, Resource Management, Revenue Forecasting, Revenue Growth, Risk, Sales, Sales Campaigns, Sales Forecasting, Sales Management, Sales Pipeline, Sales Proposals, Sales Strategy, Sales Support, Sales/Support Engineering (SE), Software Administration, Software Sales, Solution Sales, Strategic Accounts, Strategic Planning, Succession Planning, Talent Management, Team Lead/Manager, Technical Sales, Technical Support, Territory Development, Training Tools, Writing Skills
Description
Vice President of Sales for ERP Pro and Municipal Justice
Reports To: General Manager & VP for ERP Pro
The Vice President of Sales is responsible for leading Tyler's ERP Pro and Municipal Justice sales organizations to drive recurring revenue growth, customer retention, and market expansion. This leader is responsible for achieving annual revenue targets exceeding $20 million through new customer acquisition, customer expansion, and retention across the ERP Pro and Municipal Justice portfolios.
This leader oversees the inside sales, outside sales, and solutions engineering functions, with direct responsibility for a team of over 45 sales professionals. The role requires a highly engaged and 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.
In addition to leading the commercial organization, the Sales VP partners closely with Marketing to shape and execute market messaging, demand generation strategy, and go-to-market initiatives. This role also collaborates extensively with leaders across Application Support, Technical Support, Professional Services, Training, Product Management and Product Development, to ensure strong customer outcomes, effective market positioning, and sustained retention.
Key Responsibilities
Revenue Growth & Sales Leadership
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
Responsible for building, developing, and leading a high-performing commercial organization
- 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
Responsible for strengthening customer retention, expansion, executive relationships, and long-term account 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
Responsible for aligning market positioning, demand generation, and commercial execution to support growth objectives
- 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
Responsible for maximizing the effectiveness of the Solutions Engineering function and ensuring technical sales engagements clearly communicate customer value and product differentiation
- 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
Responsible for aligning sales execution with customer outcomes, product strategy, and operational readiness across the organization
- 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.[AV1]
- 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
The successful candidate will demonstrate:
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
Travel Expectations
- Regular travel for customer meetings, industry events, internal leadership meetings, and team engagement