Director, Enterprise Account Management

The role

You will own the commercial outcome of existing Enterprise relationships, including net revenue retention, gross retention, and multi-product expansion. You will lead and grow a team of Enterprise Account Managers to drive expansion revenue and defend contracts against competitors.

What you will do

• Own the Enterprise expansion quota and manage it with rigor
• Build and enforce account planning on strategic accounts
• Drive proactive business case motion using agency data
• Align expansion timing to public agency budget and funding cycles
• Partner with Solutions Engineering, Marketing, and Product Marketing
• Own gross retention and act as accountable executive for at-risk contracts
• Lead recompete strategy and maintain an 18-month forward view of expirations
• Hire, ramp, coach, and hold accountable a team of Enterprise AMs
• Own executive relationships at strategic accounts
• Deliver accurate expansion and retention forecasts

Required qualifications

• 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
• Multi-product or platform selling experience
• Experience taking a new product line to market through an existing customer base
• Comfort with data to build ROI cases and read operating budgets
• 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

Nice to have

• Transit, mobility, fleet, or public safety technology background
• Familiarity with FTA-funded procurement, cooperative purchasing vehicles, NTD data, Title VI obligations
• Experience in a company that scaled from roughly $40M to $100M+ ARR
• Experience in a growth-stage fundraise and revenue diligence

About the company

Spare sells transit technology to public agencies across North America, including demand response, microtransit, fixed route, enterprise asset management, and AI Solutions.