spotify - Revenue Operations Manager - Spotify Technology
Requirements
• You have 6+ years of experience in revenue operations, sales operations, or go-to-market strategy, with a track record of meaningful impact at a senior level. • You have experience scaling sales operations through a startup or high-growth phase and understand when to introduce new processes and structure. • You can build systems and processes from the ground up without adding unnecessary complexity. • You are proficient in using AI and can lead initiatives that improve sales effectiveness through AI-enabled tools and processes. • You have experience in B2B SaaS, ideally within developer platforms, DevOps tools, or cloud services. • You understand the differences between product-led growth (PLG), Commercial, and Enterprise sales motions and have experience designing segmented sales models. • You understand complex technical sales involving Sales Engineering and recognize the importance of customer retention and post-sale success in revenue strategy. • You have hands-on experience with Salesforce or a similar CRM, including building reports, workflows, and resolving data issues. • You use data to guide forecasting, capacity modeling, and funnel analysis, combining analytical skills with sound business judgment. • You can influence senior sales leaders, build alignment across teams, and drive decisions without formal authority. • You are comfortable working in evolving environments, adapting as priorities change, and helping shape how an innovative business grows. • ## 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 sales operations for Spotify Technology, including CRM, pipeline management, forecasting, territory and account assignment, and deal desk processes. • Design and roll out a segmented sales model that evolves our go-to-market approach as the business matures. • Build infrastructure and systems to support a scalable Commercial sales motion (companies with fewer than 1,000 employees), focused on faster deal cycles, efficient lead routing, and repeatable processes. • Build infrastructure and systems to support a strategic Enterprise sales motion (companies with 1,000+ employees), enabling prospecting, account planning, and multi-product engagements. • Partner with the Director of Sales as a strategic advisor on quota setting, capacity planning, compensation, territory design, and headcount modeling. • Support revenue across the full customer lifecycle, including new business, expansion, and retention. • Build reporting and dashboards to track pipeline coverage, conversion rates, time to close, forecast accuracy, and net revenue retention by segment. • Strengthen forecasting discipline and maintain a healthy, predictable pipeline through effective reporting and sales processes. • Identify friction across the sales process, including handoffs between Account Executives, Sales Engineering, and Customer Success, and drive improvements with cross-functional partners. • Partner with Marketing on pipeline generation reporting, lead management, and process improvements. • Establish and continuously improve operating rhythms, including forecast calls, pipeline reviews, and quarterly business reviews (QBRs), as the business scales. • Evaluate and manage the go-to-market (GTM) technology stack to support efficient and scalable sales operations.
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