Director, Enterprise Account Management

Job not on LinkedIn

🕒 October 20

🌐 Canada, United States – Remote

🇨🇦 Canada – Remote 🇺🇸 United States – Remote

💵 CA$310k / year

⏰ Full Time

🔴 Lead

💰 Account Manager

👻 Ghost score 2%

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Spare

WebsiteLinkedInAll Job Openings

51 - 200 employees

Founded 2015

📦 Logistics

🚗 Transport

🤖 Artificial Intelligence

💰 Non Equity Assistance on 2018-11

Logistics • Transport • Artificial Intelligence

Spare is a technology company that specializes in modernizing mobility solutions, particularly in the paratransit and microtransit sectors. By partnering with transit agencies, Spare provides a comprehensive platform that includes rider and driver apps, real-time operations monitoring, and data analytics tools to enhance the efficiency and user experience of transportation services. The company's goal is to ensure that all riders, regardless of their mobility needs, have access to effective and enjoyable transit options.

📋 Description

• 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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