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Job Summary:
This role leads our Back-to-Base team - the people who grow revenue inside our existing customer base.It is a management role with direct reports reporting to the Director of Sales. You own a Back-to-Base bookings portfolio, you coach the team that delivers it, and you lead the campaigns that bring customers onto our newest products and expand those accounts. We treat the seat as a successor track to the Director of Sales role.
Job Description:
Sales Manager - Back-to-Base
Location: Remote (North America) | Business Unit: TripSpark Technologies (Modaxo / Constellation Software)
About TripSpark
TripSpark Technologies is a leading provider of transit software solutions, helping small and mid-size public transit agencies deliver safe, efficient, and rider-centric transportation services. Operating within the Modaxo/Volaris Group (Constellation Software), we build purpose-built platforms spanning fixed-route, on-demand, paratransit, and workforce management — with a growing focus on unified, AI-assisted product experiences. We are a team of builders, problem-solvers, and transit believers. If you want your work to move real communities, this is where you belong.
About the role
This role leads our Back-to-Base team - the people who grow revenue inside our existing customer base.
It is a management role with direct reports reporting to the Director of Sales. You own a Back-to-Base bookings portfolio, you coach the team that delivers it, and you lead the campaigns that bring customers onto our newest products and expand those accounts. We treat the seat as a successor track to the Director of Sales role.
This team works differently from most sales organizations: we embrace AI as a forward-thinking and strategic partner to the sales equation. Pipeline analysis, forecasting, call reviews, account research, and market intelligence all happen inside an AI workspace - Claude Code. We want a manager who already works this way.
What you’ll do
- Own the Back-to-Base portfolio: renewals, upsell, cross-sell, and expansion into new departments and sites. Forecast accuracy comes first.
- Manage and coach a team of account managers. Set the standard, develop the people, hold them to it.
- Lead the campaigns that bring existing customers onto our newest products, and win the expansion that comes with them.
- Build account plans and segmentation so the team works the right accounts in the right order.
- Handle the deals that matter - pricing, negotiation, executive conversations - and keep the close plans honest.
- Use the AI workspace every day for pipeline, forecasting, and call review, and coach the team to sell with it.
- Work with Product, Marketing, and Professional Services so that what we sell matches what we deliver.
- Feed what you see in the installed base back to Product and Pricing. This team sees it first.
What we’re looking for
Required
- 8+ years in B2B software or SaaS sales, including 3+ years managing direct reports.
- A track record growing an installed base - renewals, expansion, cross-sell - not only new-logo wins.
- Command of pipeline, forecasting, and quota accountability. You can defend a number.
- You already use AI in your daily work.
- 5+ years using CRM tools, with specific experience in Salesforce preferred.
Preferred
- Hands-on with agentic AI tools - Claude Code or experience with other agentic AI tools, or a habit of picking up new tools quickly, is just as welcome.
- Public-sector or enterprise sales, and comfort with RFP-driven procurement.
- Transit or mobility-technology experience
What’s In It for You?
- Opportunity to work with a dynamic, innovative, passionate, and entrepreneurial team.
- Open, inclusive, and collaborative company culture.
- Competitive salary.
- Participation in the Employee Stock Option Plan.
- Comprehensive employee benefits package.
Worker Type:
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