Director, Enterprise Account Management

The posting, as Spare wrote it

WHY THIS ROLE EXISTS

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

The Enterprise segment is a finite market. There are roughly 150 large transit agencies in North America that qualify as Enterprise for us, and we already serve a meaningful share of them. That single fact reshapes what account management means here. We cannot grow this segment by adding logos at volume — the growth has to come from going deeper into agencies we already serve, defending contracts that come up for re-procurement, and attaching products beyond the one that got us in the door.

That is the job. You will own the commercial outcome of Spare's existing Enterprise relationships: net revenue retention, gross retention, multi-product expansion, and renewal defense against well-funded competitors who want our installed base.

This is not a customer success role wearing a commercial hat. This is a Sales Leadership role. You will carry a number, build a team that carries numbers, and be accountable for a material share of Spare's revenue plan.

WHAT YOU'LL OWN

The Enterprise installed base. Roughly 60–70 agency customers today, spanning our largest strategic accounts (multi-million-dollar contracts, multi-year procurement cycles, national reference value) through to newer Enterprise logos with significant untapped platform potential.

A team of Enterprise Account Managers. You will inherit and grow a small, senior team.

A revenue number with three components

• Expansion ARR: Cross-sell and upsell into the installed base — Fixed Route, AI Voice, EAM, and Demand Response scope growth
• Gross retention: Contract renewals and re-procurements held, including competitive recompetes
• Multi-product attach rate: Percentage of Enterprise accounts running more than one Spare product

The renewal and re-procurement calendar. In public sector, a renewal is frequently a new competitive procurement. Knowing which of our contracts expire when, which will go to open RFP, which can be extended or modified, and what has to be true 18 months out to survive that event — that visibility is your responsibility to build and maintain.

ROLE RESPONSIBILITIES

• EXPANSION REVENUE (THE LARGEST PART OF THE ROLE)
• Own the Enterprise expansion quota, allocate it across your team by account, and manage it with the same rigor a new-business leader manages new logo pipeline: named opportunities, stages, dated close plans, weekly inspection
• Build and enforce account planning on strategic accounts — full-platform TAM per agency, stakeholder maps that reach beyond the transit operations buyer, and a sequenced product roadmap per account
• Drive the proactive business case motion: your team should show up at agencies with a quantified case for the next product, built from agency operating data and Spare telemetry, rather than waiting for the agency

[…]
T WE'RE LOOKING FOR

Required

• 6+ years in enterprise account management, strategic accounts, or enterprise sales, with at least 2 years leading people
• Demonstrated ownership of a quantified expansion or NRR number — not retention management, not a satisfaction score. You should be able to walk us through the expansion motion you built and what it produced
• Experience selling into government, public sector, or another heavily procurement-governed buyer. You understand RFPs, contract vehicles, option years, protest risk, and why the buying process matters more than the buyer's enthusiasm
• Multi-product or platform selling experience — you have carried the problem of getting a single-product customer onto a second and third product
• Experience taking a new product line to market through an existing customer base — design partners, early access cohorts, first references, first pricing. You know the difference between a product that is launched and a product that is sellable
• Comfort with data: you can 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

Strong plus

• 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
• Have been through a growth-stage fundraise and know what revenue diligence demands

You're probably not the right fit if

• Your background is customer success or renewals administration without a commercial quota
• You have only worked in horizontal SaaS with large account volumes and short cycles
• You need a mature playbook to execute against. You are here to write it
• You would rather manage the team than be in the room with the customer