Director, Enterprise Account Management
New
S
SpareTransit technology
Remote - Canada or United StatesFull-TimeDirector
SalaryCanada: On target earnings CA$310K • Offers Equity • Offers Commission • Equity offered as a variable dependent on base salary.
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Job Details
- Experience
- 6+ years in enterprise account management, strategic accounts, or enterprise sales, with at least 2 years leading people
Requirements
- Have 6+ years of experience in enterprise account management, strategic accounts, or enterprise sales.
- Have at least 2 years of people-leadership experience.
- Demonstrate ownership of a quantified expansion or net revenue retention (NRR) number.
- Have experience selling to government, public-sector, or other heavily procurement-governed buyers.
- Understand RFPs, contract vehicles, option years, and procurement processes.
- Have multi-product or platform-selling experience, including expanding single-product customers to additional products.
- Have taken a new product line to market through an existing customer base.
- Be comfortable building ROI cases, reading operating budgets, and defending assumptions.
- Demonstrate executive presence with senior public-sector leadership.
- Be based in Canada or the US.
- Be available to travel up to 30% of the time within North America.
Responsibilities
- Own the Enterprise expansion quota and allocate it across the team by account.
- Build strategic account plans, stakeholder maps, and sequenced product roadmaps.
- Own gross retention and lead defense plans for at-risk contracts and re-procurements.
- Manage commercial paths for expansions, including contract modifications, change orders, cooperative purchasing, and new procurements.
- Hire, coach, and hold Enterprise Account Managers accountable; establish the team’s operating rhythm and playbook.
- Own executive relationships and run Strategic Partnership Reviews with strategic accounts.
- Deliver expansion and retention forecasts and maintain segment-level revenue and account data.
- Lead new-product introductions to Enterprise customers, from design partners and readiness gates through paid contracts and references.
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