Director, Enterprise Account Management
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Job Description
Enterprise account leader driving expansion, retention, and product adoption for Spare’s transit technology platform. Leading account managers serving public agencies across Canada and the United States.
Responsibilities:
- Own the commercial outcome of Spare's existing Enterprise relationships, including net revenue retention, gross retention, multi-product expansion, and renewal defense
- Own the Enterprise installed base of roughly 60–70 agency customers
- Lead and grow a team of Enterprise Account Managers
- Own expansion ARR, gross retention, and multi-product attach rate
- Build and maintain an 18-month view of contract expirations, option-year exercises, and re-procurement risk
- Drive account planning, quantified business cases, product expansion, and public-sector procurement alignment
- Lead recompete strategy, competitive defense, contract vehicles, pricing discipline, and commercial mechanics
- Hire, ramp, coach, and hold Enterprise AMs accountable
- Run weekly forecasts and pipeline inspections, monthly account reviews, and quarterly territory/account-plan refreshes
- Build the enterprise AM playbook and manage AE-to-AM handoffs
- Own executive relationships with strategic public-sector accounts
- Run Strategic Partnership Reviews and build customer reference capacity
- Represent Spare at industry events and agency peer networks
- Deliver expansion and retention forecasts to the VP, Sales, and Executive Team
- Own data hygiene for NRR, GRR, cohort behavior, and attach-rate reporting
- Contribute the Enterprise view to annual planning
- Lead new-product introduction into Enterprise, including design partners, readiness gates, commercial pre-positioning, pricing, and launch campaigns
Requirements:
- 6+ years in enterprise account management, strategic accounts, or enterprise sales
- At least 2 years leading people
- Demonstrated ownership of a quantified expansion or NRR number
- Experience selling into government, public sector, or another heavily procurement-governed buyer
- Understanding of RFPs, contract vehicles, option years, and protest risk
- Multi-product or platform selling experience
- Experience taking a new product line to market through an existing customer base
- Ability to build an ROI case, read an operating budget, and defend an assumption
- Executive presence with senior public sector leadership
- Based out of Canada or the US
- Available to travel up to 30% of the time within North America
- Transit, mobility, fleet, or public safety technology background is a strong plus
- Familiarity with FTA-funded procurement, cooperative purchasing vehicles, NTD data, and Title VI obligations is a strong plus
- Experience in a company that scaled from roughly $40M to $100M+ ARR is a strong plus
- Experience with a growth-stage fundraise and revenue diligence is a strong plus
Benefits:
- Equity
- Commission
- Remote work arrangement
- Travel within North America up to 30% of the time
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