Spotify
Platform
DirectorofSalesBackstage
“Director of Sales - Backstage at Spotify. Skills: Revenue targets, Sales strategy, Team leadership, Pipeline management, Customer engagement. Own revenue targets across new business, expansion, and retention for the SOE product portfolio. Define and execute a sales strategy focused on engineering leaders, platform teams, and developer experience buyers”
What You'll Achieve.
Own revenue targets; Define and execute a sales strategy; Influence roadmap priorities; Translate technical value into clear customer outcomes; Establish forecasting discipline; Maintain a healthy, predictable pipeline; Track and improve key metrics; Design scalable sales processes; Grow the business
Industry & Context.
What They're Looking For.
Must Have
8+ years of experience in B2B SaaS sales, 3+ years leading and developing high-performing teams, Experience selling to R&D, engineering, or developer experience buyers, Owned or partnered closely with Customer Support or Customer Success, Data-driven and use metrics to guide forecasting, performance, and decision-making, Able to build structure and process from the ground up without adding unnecessary complexity
Nice to Have
Excited about how AI is transforming software development and can connect that shift to real customer value, Comfortable engaging with engineering leaders, CTOs, and platform teams, and build credibility through understanding their challenges, Experience working alongside Sales Engineering and understand the importance of technical depth in complex sales, Thrive in environments where the product is innovative and requires educating the market
What You'll Do.
Own revenue targets across new business
and retention for the SOE product portfolio
Define and execute a sales strategy focused on engineering leaders
and developer experience buyers
Build deep expertise in Backstage Portal and Confidence
translating technical value into clear customer outcomes
Establish forecasting discipline and maintain a healthy
Track and improve key metrics such as pipeline coverage
and net revenue retention
Design scalable sales processes
and playbooks as the business grows
Represent Spotify externally at industry events
and key customer engagements
How You'll Work.
Team & Collaboration
Lead, coach, and grow a distributed team across Account Executives, Sales Engineers, and Customer Support; Partner closely with Marketing to align on pipeline generation, messaging, and go-to-market strategy; Collaborate with Product and Engineering to represent customer needs and influence roadmap priorities; Owned or partnered closely with Customer Support or Customer Success and view post-sale health as part of revenue strategy
Communication Scope
Tell a compelling story about Spotify’s dogfooding approach and how our products are proven internally at scale; Represent Spotify externally at industry events, conferences, and key customer engagements
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