Job description

Spotify Technology is our business-to-business software team, helping organizations improve how they build and deliver software. Our products, including Backstage Portal, Confidence, and Xirp, support developers and AI-powered systems as they navigate increasingly complex engineering environments. As Sales Manager for our Enterprise team, you will lead the Account Executives who drive new business for Spotify Technology. Reporting to the Director of Sales, you'll set the strategy for how we win with organizations of 1,000+ employees, where buying committees span engineering, finance, procurement, security, and legal, and fewer, larger deals can take many months to close. This is both a strategic and hands-on role: you'll shape our enterprise sales approach while staying close to the deals, coaching your team through complex opportunities and helping them close. You'll collaborate with Sales Engineering, Marketing, Product, Customer Success, and Revenue Operations to create a seamless customer experience. Your ability to develop sellers, run a disciplined sales process, and engage confidently with senior engineering leaders will be key to your success. What You'll Do • Lead, coach, and develop a team of Enterprise Account Executives, helping each seller grow their skills and consistently achieve or exceed their targets. • Own quarterly and annual team revenue targets for new business with organizations of 1,000+ employees, in partnership with the Director of Sales. • Translate Spotify Technology's overall sales strategy into a clear enterprise plan, including target accounts, territory priorities, and account planning standards. • Build a team that converts inbound demand while proactively hunting new opportunities in target accounts. • Stay hands-on in key deals, joining customer meetings, supporting negotiations, and helping navigate complex buying committees. • Coach the team on strategic account planning, multi-threading, champion building, and developing executive-level business cases. • Run a disciplined operating rhythm through regular pipeline reviews, deal reviews, and one-on-ones, while maintaining accurate forecasts and a healthy, predictable pipeline for long-cycle deals. • Partner with Revenue Operations on territory design, reporting, and process improvements for the Enterprise segment. • Collaborate with Sales Engineering on technical evaluations and proofs of concept, with Customer Success on retention and expansion, and with Marketing on account-based programs and pipeline generation. • Help sellers articulate how Backstage Portal, Confidence, and Xirp solve developer experience challenges, including how AI is reshaping software development in large organizations. • Help sellers tell a compelling story about Spotify's internal approach to solving engineering challenges and how our products are proven internally at scale. • Share customer feedback with Product and internal teams to help shape the roadmap. • Contribute to hiring, onboarding, and developing sales playbooks as the Enterprise team grows. Who You Are • You have 8+ years of experience in B2B SaaS sales, including closing large, complex enterprise deals, and 3+ years of experience managing sales teams. • You have a proven track record of building and developing high-performing teams that consistently achieve or exceed targets in enterprise environments. • You are both strategic and hands-on, comfortable setting direction while staying involved in the details of individual deals. • You bring strong judgment when working with incomplete information and can coach your team to prioritize high-potential opportunities while confidently moving away from poorly qualified deals. • You have experience selling to engineering leaders, CTOs, platform teams, or developer experience buyers, and understand how they evaluate and make purchasing decisions. • You are familiar with software development, Product Management, DevOps tools, or developer ecosystems. • You understand long, multi-stakeholder sales cycles, including procurement processes, security reviews, and multi-year agreements. • You have experience partnering closely with Sales Engineering and understand the importance of technical depth in complex enterprise sales. • You use data and metrics to guide forecasting, coaching, and decision-making, while building structure and processes without adding unnecessary complexity. • You bring strong communication, coaching, negotiation, and presentation skills. • You are excited to help build a scalable enterprise sales motion with AI and enjoy working with innovative products in an evolving technology landscape. Where You'll Be This role is based in New York City 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. The United States base range for this position is $143,510 - $205,015 plus equity. The benefits available for this position include health insurance, six month paid parental leave, 401(k) retirement plan, monthly meal allowance, 23 paid days off, 13 paid flexible holidays. These ranges may be modified in the future.

Requirements

Must-haves

Lead, coach, and develop a team of Enterprise Account Executives, helping each seller grow their skills and consistently achieve or exceed their targets.
Own quarterly and annual team revenue targets for new business with organizations of 1,000+ employees, in partnership with the Director of Sales.
Translate Spotify Technology's overall sales strategy into a clear enterprise plan, including target accounts, territory priorities, and account planning standards.
Build a team that converts inbound demand while proactively hunting new opportunities in target accounts.
Stay hands-on in key deals, joining customer meetings, supporting negotiations, and helping navigate complex buying committees.
Coach the team on strategic account planning, multi-threading, champion building, and developing executive-level business cases.
Run a disciplined operating rhythm through regular pipeline reviews, deal reviews, and one-on-ones, while maintaining accurate forecasts and a healthy, predictable pipeline for long-cycle deals.
Partner with Revenue Operations on territory design, reporting, and process improvements for the Enterprise segment.
Collaborate with Sales Engineering on technical evaluations and proofs of concept, with Customer Success on retention and expansion, and with Marketing on account-based programs and pipeline generation.
Help sellers articulate how Backstage Portal, Confidence, and Xirp solve developer experience challenges, including how AI is reshaping software development in large organizations.
Help sellers tell a compelling story about Spotify's internal approach to solving engineering challenges and how our products are proven internally at scale.
Share customer feedback with Product and internal teams to help shape the roadmap.
Contribute to hiring, onboarding, and developing sales playbooks as the Enterprise team grows.
You have 8+ years of experience in B2B SaaS sales, including closing large, complex enterprise deals, and 3+ years of experience managing sales teams.
You have a proven track record of building and developing high-performing teams that consistently achieve or exceed targets in enterprise environments.
You are both strategic and hands-on, comfortable setting direction while staying involved in the details of individual deals.
You bring strong judgment when working with incomplete information and can coach your team to prioritize high-potential opportunities while confidently moving away from poorly qualified deals.
You have experience selling to engineering leaders, CTOs, platform teams, or developer experience buyers, and understand how they evaluate and make purchasing decisions.
You are familiar with software development, Product Management, DevOps tools, or developer ecosystems.
You understand long, multi-stakeholder sales cycles, including procurement processes, security reviews, and multi-year agreements.
You have experience partnering closely with Sales Engineering and understand the importance of technical depth in complex enterprise sales.
You use data and metrics to guide forecasting, coaching, and decision-making, while building structure and processes without adding unnecessary complexity.
You bring strong communication, coaching, negotiation, and presentation skills.
You are excited to help build a scalable enterprise sales motion with AI and enjoy working with innovative products in an evolving technology landscape.

Nice-to-haves

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Platform: lever
Effort: quick

Benefits

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Health Insurance

401(K)

Parental Leave