spotify - Director of Sales - Backstage
Requirements
• You have 8+ years of experience in B2B SaaS sales, including 3+ years leading and developing high-performing teams • You are excited about how AI is transforming software development and can connect that shift to real customer value • You are comfortable engaging with engineering leaders, CTOs, and platform teams, and build credibility through understanding their challenges • You have experience selling to R&D, engineering, or developer experience buyers and understand their decision-making processes • You bring experience working alongside Sales Engineering and understand the importance of technical depth in complex sales • You have owned or partnered closely with Customer Support or Customer Success and view post-sale health as part of revenue strategy • You are data-driven and use metrics to guide forecasting, performance, and decision-making • You are able to build structure and process from the ground up without adding unnecessary complexity • You thrive in environments where the product is innovative and requires educating the market • ## Where You'll Be • This role is based in London • We offer you the flexibility to work where you work best! There will be some in person meetings, but still allows for flexibility to work from home
Responsibilities
• Own revenue targets across new business, expansion, and retention for the SOE product portfolio • Lead, coach, and grow a distributed team across Account Executives, Sales Engineers, and Customer Support • Define and execute a sales strategy focused on engineering leaders, platform teams, and developer experience buyers • 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 • Build deep expertise in Backstage Portal and Confidence, translating technical value into clear customer outcomes • Tell a compelling story about Spotify’s dogfooding approach and how our products are proven internally at scale • Establish strong forecasting discipline and maintain a healthy, predictable pipeline • Track and improve key metrics such as pipeline coverage, conversion rates, time to close, and net revenue retention • Design scalable sales processes, onboarding programs, and playbooks as the business grows • Represent Spotify externally at industry events, conferences, and key customer engagements
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