Find the reason
Installed systems, outages, studies, RFPs, contract timing, and modernization pressure.
Springbrook Software · Account Executive, New Logo ERP
Modernizing the revenue, records, and financial operations behind local government.
I sell modernization by connecting citizen transactions to the financial system behind them. My experience across payments, receivables, treasury, partner ecosystems, and new-logo development gives me a practical view of how municipal technology becomes operational and financial value.
Merchant payments → consultative enterprise sales → treasury and receivables → partner ecosystems → municipal infrastructure
Revenue-to-record operating flow
01→
CitizenRequests & payments02→
Utility billingMeter to bill03→
ERP recordSystem of record04→
PostingLedger activity05→
ReconciliationMatch & resolve06
ReportingTrust & decisionsConnected recordsFewer handoffsFinancial confidence
That revenue-to-record perspective opens into the broader ERP conversation across finance, budgeting, payroll, HR, utility billing, and reporting.
01 / Territory development
Research that creates a reason to call.
Prioritized for visible modernization signals, complex municipal revenue workflows, and reachable buying networks.
The cities shown are researched accounts—not customers, qualified opportunities, or completed discoveries.
01Frisco · Field example
02Irving
03Denton
04Carrollton
05Lubbock
06McKinney
07Plano
08Waco
09Burleson
10Killeen
11Temple
Map the network
Finance, utilities, administration, IT, procurement, and executive leadership.
Advance the account
Test hypotheses, build access, and convert intelligence into qualified next steps.
Texas Municipal Utility Market Development
Payment Partners
Payment ecosystem relationships can create partner-led access to municipal finance and utility departments evaluating adjacent systems.
Direct Billing & Finance Outreach
Direct outreach to finance directors, utility managers, and procurement contacts using public records, installed-system research, and operational intelligence.
Trigger Events
Operational disruptions, system migrations, and vendor changes that create urgency and open discovery conversations around payments and CIS dependencies.
I mapped municipal accounts around the events that create urgency—not simply organization size or geography. Each signal provided a reason to investigate payment continuity, system dependencies, and downstream reconciliation.
Denton
Processor Disruption
Operational disruption created an opening to evaluate payment continuity and the broader CIS environment.
Plano
CIS Migration
An active system migration created integration, posting, exception-handling, and reconciliation risk.
Frisco
Payment Outage
A payment outage exposed continuity concerns and created a timely reason for operational outreach.
McKinney
Multi-System Complexity
Multiple connected systems increased the likelihood of fragmented payment data and reconciliation friction.
Irving
Vendor-Change Signal
A vendor change and unclear backend stack created a discovery opportunity around payments, CIS dependencies, and finance workflows.
These cities represent researched GTM entry points and trigger signals — not customers, active opportunities, or completed sales processes.
Field example / Frisco, Texas
Account development in practice
From outage signal to direct discovery.
Research into Frisco’s Tyler Incode, BridgePay, and multichannel payment environment identified a 2026 processor outage as an outreach trigger. Direct municipal outreach led to stakeholder access and a conversation that surfaced a forthcoming collections RFP.
The city indicated that it intended to retain its existing payment processor, suggesting an opportunity around the surrounding collections and receivables workflow rather than processor replacement.
1Research
2Trigger
3Outreach
4Stakeholder access
5Discovery
6Opportunity qualification
Evidence boundary: This example demonstrates account development, not a closed sale or formal RFP role. Posting, exception, timing, and reconciliation issues were informed discovery hypotheses—not confirmed city problems.
02 / Sales execution & field intelligence
A seller first. Research makes the selling sharper.
McDonald’s locations represented through EBS relationships
Consultative close rate at EBS
Scheduled executive meetings at Salesflow
Average Morgan engagement; relationships included Best Buy, Intuit, and Amazon
New-logo prospectingExecutive accessConsultative discoveryAccount planningMultithreadingPartner developmentPipeline disciplineMarket intelligenceComplex-value translationCross-functional coordination
Market access beyond cold outreach
At Bank Up, Thomas developed relationships and account intelligence across municipal utilities, banks, treasury teams, software providers, and payment ecosystems—turning field signals into targeted campaigns, partner paths, and leadership-ready market briefs.
Relevant environments: Paymentus partner demonstrations and sales-engineering sessions · McDonald’s regional operator groups · bank, treasury, utility, software, and payments ecosystems03 / Discovery approach
Start with the consequence, not the feature tour.
Illustrative questions—not claims about Springbrook customers.
“What creates the most manual work between billing, collections, accounting, and reporting?”
“Where does information have to be rekeyed, corrected, or reconciled across systems?”
“What becomes harder during budget preparation, month-end close, or audit?”
“What would have to improve for leadership to consider modernization successful?”
04 / First 90 days
Build the operating rhythm before asking the forecast to perform magic.
A 6–12 month public-sector sales cycle calls for early command of the market, clean pipeline creation, and well-advanced buying processes—not fantasy revenue promises.
Days1–30
Learn & map
- Build command of Cirrus, implementation, competition, and public-sector procurement.
- Review territory, installed systems, historical opportunities, and contract timing.
- Align cross-functionally and establish clean Salesforce habits immediately.
Days31–60
Activate the territory
- Segment accounts by fit, timing, incumbent system, and procurement signals.
- Launch coordinated direct, event, and partner-led outreach into priority accounts.
- Conduct multithreaded discovery and build a rolling 12-month pipeline.
Days61–90
Advance opportunities
- Progress qualified accounts into tailored demonstrations and procurement planning.
- Define buying committees, consequences, decision criteria, and next steps.
- Improve forecast reliability and return field intelligence to Product and leadership.
Why Thomas
Let’s discuss how I would build Springbrook’s next municipal territory.
I sell modernization by connecting citizen transactions to the financial system behind them. I bring a hunter’s activity level, enterprise discovery discipline, and the ability to turn complex operating environments into qualified sales conversations.
“Local government software is mission-critical because the work behind it is mission-critical.”