Location: Charlotte, NC
(Position is remote with travel considered)
Reports To: Chief Executive Officer (CEO)
Division: Sales & Marketing
FLSA Status: Exempt
Travel Required: 60-75%
Employment Type: Full-Time
Salary Range: $150,000 - $175,000
Job SummaryThe Senior Vice President (SVP) of Sales will lead national business development, sales team performance, pipeline growth, and market expansion across TMA's service lines and applicable software offerings. Reporting directly to the CEO, the SVP will work collaboratively with the CEO to plan, develop, and execute sales strategies, market expansion initiatives, and territory development plans.
This executive will cultivate relationships with state and local government decision-makers, lead major sales opportunities and negotiations, and build a high-performing sales organization focused on new client acquisition, sustainable revenue growth, and strong coordination with client relationship and operational teams.
Key ResponsibilitiesSales Leadership & Business Development- Work with the CEO to plan, develop, and execute national sales strategies, territory plans, and market expansion initiatives.
- Lead new-business development, prospecting, lead generation, and closing of high-value opportunities across TMA's services and applicable technology offerings.
- Pursue annual sales and new-business targets while maintaining approved pricing and margin standards.
- Identify and pursue RFPs, procurement opportunities, contract vehicles, and strategic business opportunities in collaboration with the CEO.
- Oversee annual sales forecasts, sales and marketing budgets, and resource allocation in collaboration with the CEO.
Team Management & Sales Performance- Lead, mentor, and develop regional sales representatives and business development personnel, aligning resources with growth objectives and approved budgets.
- Establish and monitor sales KPIs, qualified pipeline activity, conversion rates, forecasts, and CRM reporting.
- Conduct pipeline reviews, coach the sales team, and strengthen sales execution and accountability.
- Provide leadership and direction to Sales and Marketing personnel, establishing clear performance expectations and professional development opportunities.
Client & Market Engagement- Develop trusted executive relationships with county assessors, state tax officials, finance leaders, and other government decision-makers.
- Lead key presentations, demonstrations, proposals, and commercial negotiations; coordinate effective post-sale transitions with client relationship and operational teams.
- Monitor industry developments, legislation, competitive offerings, and market conditions to identify opportunities and inform sales planning.
- Develop and maintain relationships with government affairs representatives, legislative contacts, and industry stakeholders to support business development and market expansion.
- Provide executive oversight of TMA's Marketing Department, aligning sales initiatives, marketing campaigns, and promotional activities.
- Oversee corporate branding and marketing initiatives, including website content, digital and print advertising, social media, and sales materials.
- Direct TMA's national and regional conference participation, sponsorships, and speaking opportunities, while representing the company at industry conferences and professional associations.
Candidate Qualifications- Bachelor's degree in business, finance, marketing, or a related field; advanced degree preferred.
- Minimum 10 years of progressive sales leadership experience, including at least 5 years in an executive sales leadership role (VP, SVP, or Director level).
- Successful track record selling complex professional services, consulting, or technology solutions to state and local governments.
- Proven ability to develop pipelines, win major contracts, manage public-sector procurement cycles, and achieve significant sales targets.
- Strong executive communication, relationship-building, negotiation, team leadership, and CRM/forecasting skills.
- Experience in property taxation, assessment, revenue compliance, municipal finance, or government technology is highly desirable.
- Ability to travel nationally approximately 60-75%.
Tax Management Associates (TMA) is a proud supporter of our U.S. military, veterans, and their families. We are members of the Employer Support of the Guard and Reserve (ESGR) and the Wounded Warriors Project's Warriors To Work program. Veterans are strongly encouraged to apply.
