Account Executive

Description

Account Executive, State Government

The Account Executive, State Government is responsible for meeting or exceeding a sales quota by selling Tyler software products and services to state government agencies within an assigned territory. This role owns the state relationship from a sales perspective, builds pipeline across agencies, and works alongside Tyler product sales, account management, and implementation teams to bring the full Tyler portfolio to each state.

Work with solutions that help state agencies serve residents better, from courts and public safety to motor vehicles, health and human services, regulatory, payments, and ERP.

Location
Remote, residing within the assigned territory

Travel
50-75%

Responsibilities

• Develop and execute a strategic sales plan for the assigned state territory.
• Build and maintain relationships with agency leadership, CIOs, procurement, and budget offices.
• Generate new sales across state agencies, including cross-sell and upsell within existing Tyler accounts.
• Manage long and complex sales cycles from lead generation to close.
• Partner with product sales teams to coordinate pursuit strategy on larger opportunities.
• Work with account management to support renewals, amendments, and expansion.
• Track state budget cycles, legislative priorities, and procurement activity to identify opportunities early.
• Lead or assist with RFP responses and contract negotiations in partnership with the contracts team.
• Conduct discovery, presentations, and demonstrations for agency stakeholders.
• Represent Tyler at state events, conferences, and industry forums.
• Maintain accurate pipeline, forecast, and activity reporting in CRM.
• Meet a pre-set annual sales quota.
• Perform other duties as assigned.

Qualifications

• Bachelor’s degree preferred.
• 5+ years of B2B or public sector software sales experience.
• Proven success closing complex deals with multiple stakeholders and approval levels.
• Demonstrated ability to grow revenue within existing customer accounts.
• Experience using a sales CRM for forecasting and opportunity management required.
• Strong discovery, presentation, and negotiation skills.
• Exceptional written and verbal communication skills.
• Competitive drive and a results-oriented approach.
• Valid driver’s license.

Preferred Qualifications

• Experience selling to state government agencies.
• Familiarity with state procurement processes, cooperative contracts, and budget cycles.
• Experience with enterprise software or SaaS solutions.
• Knowledge of regulated areas such as courts, public safety, motor vehicles, tax, or health and human services.
• Microsoft Dynamics experience.