Account Executive

Description

Tyler Technologies is seeking a dynamic, go-getter with a passion for law enforcement and public-safety to join the Pathfinder Pro mass-market sales team. As a member of the Sales team, the Account Executive will be responsible for selling Pathfinder Pro Tyler's cloud-native public safety platform, specifically designed to meet the needs to agencies within the mass-market segment across an assigned multi-state territory. Pathfinder Pro is an exciting, next-gen, modern cloud-native public safety platform that includes Records Management (RMS), Computer-Aided Dispatch (CAD) with integrated Mobile and Reporting/Analytics, multi-agency sharing, and more to help agencies streamline operations, limit reporting time, reduce IT burden, improve interoperability, and enhance service delivery and response times.

This role is focused exclusively on generating net-new business through strategic territory development, market expansion, and customer acquisition. The Account Executive will be responsible for building awareness of the Pathfinder Pro RMS/CAD platform, identifying and engaging prospective agencies, developing relationships with key stakeholders, and creating demand within both established and emerging markets. The successful candidate will own the entire sales process, from territory planning and prospecting through contract execution. The Account Executive will drive new customer acquisition and help establish Pathfinder Pro as the preferred cloud-native public safety RMS/CAD platform within the mass-market segment.

Responsibilities

• Develop a comprehensive understanding of Tyler's Pathfinder Pro cloud-native public safety platform, including RMS, CAD, Mobile, Analytics, and related solutions.
• Identify, research, and engage prospective public safety agencies within the mass-market segment.
• Develop and maintain relationships with agency leadership, command staff, operational stakeholders, IT personnel, and procurement officials.
• Generate qualified pipeline through prospecting, outbound outreach, networking, industry events, referrals, and partner relationships.
• Lead opportunities through the complete sales cycle, from initial engagement and discovery through proposal development, third-party procurement details (where applicable), negotiation, and contract execution.
• Conduct discovery sessions to understand agency goals, operational challenges, technology environments, and modernization initiatives.
• Position Pathfinder Pro as a modern, cloud-native alternative to legacy public safety systems.
• Coordinate and participate in product demonstrations, executive presentations, workshops, trade shows, road shows, conferences, and customer meetings.
• Develop and deliver compelling proposals, business cases, and solution presentations tailored to agency needs.
• Provide key insight into responses to RFPs, RFIs, and other procurement activities.
• Execute competitive displacement strategies against incumbent public safety technology providers.
• Maintain accurate pipeline, activity, forecast, and opportunity information within CRM.
• Partner with internal teams to ensure a smooth transition from contract execution to implementation.
• Lead, participate in, and develop effective remote sales strategies to include meetings, presentations, demonstrations, etc. 
• Travel throughout the assigned region to support prospecting, customer meetings, demonstrations, and industry events, approximately 50-60% of the time.
• Meet or exceed assigned annual bookings and revenue objectives.

Qualifications

Required Qualifications

• Proven success in software or SaaS sales with a focus on net-new customer acquisition.
• Demonstrated ability to prospect, build pipeline, and close new business opportunities within an assigned territory.
• Experience managing complex sales cycles involving multiple stakeholders and decision-makers.
• Ability to establish credibility and build relationships with agency leadership, operational stakeholders, and technology decision-makers.
• Experience using CRM platforms for pipeline management, forecasting, and sales reporting.
• Excellent communication, presentation, negotiation, writing, and organizational skills.
• Self-motivated, results-oriented professional with a strong hunter mentality.
• Ability to travel up to 60% within the assigned territory.

Preferred Qualifications

• Experience selling public safety technology solutions, including CAD, Records Management Systems (RMS), Mobile, or related software applications.
• Experience selling SaaS or cloud-native software solutions.
• Experience selling to government, public sector, or public safety organizations of all sizes and tiers, especially in the mass market.
• Familiarity with public sector procurement processes and RFP-driven sales environments.
• Former law enforcement experience or at least knowledge of law enforcement, emergency communications, operations and processes.
• Experience developing new territories and building market presence in competitive environments.
• Central or Southern U.S. location preferred.