Revenue Operations Manager

Logistics, Sales & Operations · Sales & Business Development · Sales Operations

In short

Spotify Technology is seeking a Revenue Operations Manager in London to own sales operations for their B2B software team. This hybrid role involves managing CRM, pipeline, forecasting, and designing go-to-market strategies to support business growth. You will partner across departments to enhance the customer lifecycle and build scalable sales infrastructure.

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.
Build infrastructure and systems to support a strategic Enterprise sales motion.
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 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).
Evaluate and manage the go-to-market (GTM) technology stack to support efficient and scalable sales operations.

Requirements

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.
Experience scaling sales operations through a startup or high-growth phase.
Ability to build systems and processes from the ground up without adding unnecessary complexity.
Proficient in using AI and leading initiatives that improve sales effectiveness through AI-enabled tools and processes.
Experience in B2B SaaS, ideally within developer platforms, DevOps tools, or cloud services.
Understanding of product-led growth (PLG), Commercial, and Enterprise sales motions and experience designing segmented sales models.
Understanding of complex technical sales involving Sales Engineering.
Hands-on experience with Salesforce or a similar CRM, including building reports, workflows, and resolving data issues.
Use data to guide forecasting, capacity modeling, and funnel analysis.
Ability to influence senior sales leaders, build alignment across teams, and drive decisions without formal authority.
Comfortable working in evolving environments, adapting as priorities change.

Benefits

Extensive learning opportunities, through our dedicated team, GreenHouse.
Flexible share incentives letting you choose how you share in our success.
Global parental leave, six months off - for all new parents.
All The Feels, our employee assistance program and self-care hub.
Flexible public holidays, swap days off according to your values and beliefs.

Skills

CRMSalesforceAI

#Revenue Operations#Sales Operations#Go-to-market Strategy#B2B SaaS#Developer Platforms#DevOps Tools#Cloud Services#CRM#Salesforce#AI

About Spotify

Our mission is to unlock the potential of human creativity—by giving a million creative artists the opportunity to live off their art and billions of fans the opportunity to enjoy and be inspired by it. Spotify transformed music listening forever when it launched in Sweden in 2008. Discover, manage and share over 70m tracks for free, or upgrade to Spotify Premium to access exclusive features including offline mode, improved sound quality, and an ad-free music listening experience. Today, Spotify is the most popular global audio streaming service with 365m users, including 165m subscribers…

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