Director, Enterprise Account Management

Spare

. Own the commercial outcome of Spare's existing Enterprise relationships, including net revenue retention, gross retention, multi-product expansion, and renewal defense .

Posted 10/20/2026full-timeRemote • Canada, United StatesLead💰 CA$310,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in Enterprise Account Management with a focus on net revenue retention, multi-product expansion, and strategic public-sector relationships. Proven ability to lead teams, drive account planning, and execute successful product introductions in a heavily procurement-governed environment.

Highest-signal resume keywords

Enterprise Account ManagementNet Revenue Retention (NRR)Public Sector Sales ExperienceTeam LeadershipMulti-Product Selling

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Quantified Expansion OwnershipRFP UnderstandingContract Vehicles KnowledgeROI Case BuildingOperating Budget AnalysisNew Product IntroductionData Hygiene ManagementForecastingAccount PlanningPricing Discipline

Soft Skills

Executive PresenceCoachingAccountabilityStrategic ThinkingCommunication

Industry Keywords

Public SectorProcurement GovernanceFTA-Funded ProcurementCooperative Purchasing VehiclesTransit TechnologyMobility TechnologyFleet TechnologyPublic Safety TechnologyGrowth-Stage FundraiseRevenue Diligence

About the role

Key responsibilities & impact

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

What you’ll need

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

Comp & perks

Equity
Commission
Remote work arrangement
Travel within North America up to 30% of the time