Director, Enterprise Account Management

This is a fully remote position, open to applicants in Canada, +1 more country.

📋 Description

• Take ownership of the commercial outcomes for Spare's current Enterprise relationships, focusing on net revenue retention, gross retention, multi-product expansion, and renewal defense.

• Manage the Enterprise installed base consisting of approximately 60–70 agency clients.

• Lead and develop a team of Enterprise Account Managers.

• Responsible for expansion ARR, gross retention, and the multi-product attach rate.

• Create and sustain an 18-month outlook on contract expirations, option-year exercises, and re-procurement risks.

• Drive account planning, develop quantified business cases, facilitate product expansion, and ensure alignment with public-sector procurement.

• Formulate recompete strategies, competitive defenses, contract vehicles, pricing discipline, and commercial mechanics.

• Recruit, train, mentor, and hold Enterprise Account Managers accountable.

• Conduct weekly forecasts and pipeline inspections, monthly account evaluations, and quarterly territory/account-plan updates.

• Develop the enterprise AM playbook and oversee AE-to-AM transitions.

• Manage executive relationships with key public-sector accounts.

• Facilitate Strategic Partnership Reviews and enhance customer reference capabilities.

• Represent Spare at industry events and within agency peer networks.

• Provide expansion and retention forecasts to the VP of Sales and the Executive Team.

• Ensure data accuracy for NRR, GRR, cohort behavior, and attach-rate reporting.

• Contribute insights from the Enterprise perspective to annual planning processes.

• Guide new product introductions into the Enterprise sector, including engaging design partners, implementing readiness gates, managing commercial pre-positioning, pricing strategies, and launching campaigns.

⛳️ Requirements

• Minimum of 6 years in enterprise account management, strategic accounts, or enterprise sales.

• At least 2 years of experience in a leadership role.

• Proven track record of owning a measurable expansion or NRR target.

• Experience selling to government, public sector, or other heavily procurement-regulated buyers.

• Knowledge of RFPs, contract vehicles, option years, and associated protest risks.

• Experience in multi-product or platform sales.

• Familiarity with launching a new product line to market through an established customer base.

• Ability to construct ROI cases, interpret operating budgets, and defend assumptions.

• Possess executive presence when engaging with senior public sector leadership.

• Must be based in Canada or the US.

• Willingness to travel up to 30% of the time within North America.

• Background in transit, mobility, fleet, or public safety technology is highly advantageous.

• Understanding of FTA-funded procurement, cooperative purchasing vehicles, NTD data, and Title VI obligations is a significant plus.

• Experience in a company that scaled from approximately $40M to over $100M ARR is a strong advantage.

• Familiarity with growth-stage fundraising and revenue diligence is a valuable asset.

🏝️ Benefits

• Equity.

• Commission.

• Remote work arrangement.

• Travel opportunities within North America up to 30% of the time.