Vice President of Sales

Description

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 is responsible for achieving annual revenue targets exceeding $10 million through new customer acquisition, customer expansion, and retention across the Appraisal Services and Technology portfolios.

This leader oversees the outside sales and solution consultant team of approximately 10 people. 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.

Responsibilities

Revenue Growth & Sales Leadership

• Responsible for driving recurring revenue growth, market expansion, forecasting accuracy, and sales execution across the Appraisal Services and Technology portfolios
• Own recurring revenue growth performance across the Appraisal and Tax 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 10 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

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 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