Sales Manager
Logistics, Sales & Operations · Sales & Business Development · Sales Management · Enterprise Sales
In short
As Sales Manager for the Enterprise team at Spotify Technology, you will lead Account Executives in driving new business for organizations over 1,000 employees. This strategic and hands-on role involves setting sales strategy, coaching the team through complex deals, and collaborating with various departments to ensure a seamless customer experience. Success requires developing sellers, running a disciplined sales process, and engaging with senior engineering leaders.
Responsibilities
- 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.
Requirements
- 8+ years of experience in B2B SaaS sales, including closing large, complex enterprise deals.
- 3+ years of experience managing sales teams.
- Proven track record of building and developing high-performing teams that consistently achieve or exceed targets in enterprise environments.
- Experience selling to engineering leaders, CTOs, platform teams, or developer experience buyers, and understanding how they evaluate and make purchasing decisions.
- Familiarity with software development, Product Management, DevOps tools, or developer ecosystems.
- Understanding of long, multi-stakeholder sales cycles, including procurement processes, security reviews, and multi-year agreements.
- Experience partnering closely with Sales Engineering and understanding the importance of technical depth in complex enterprise sales.
- Strong communication, coaching, negotiation, and presentation skills.
Desired Qualifications
- 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 use data and metrics to guide forecasting, coaching, and decision-making, while building structure and processes without adding unnecessary complexity.
- You are excited to help build a scalable enterprise sales motion with AI and enjoy working with innovative products in an evolving technology landscape.
Benefits
- The United States base range for this position is $143,510 - $205,015 plus equity.
- Health insurance
- Six month paid parental leave
- 401(k) retirement plan
- Monthly meal allowance
- 23 paid days off
- 13 paid flexible holidays
- 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
B2B SaaSSalesEnterprise SalesNegotiationSales EngineeringDevOpsProduct Management
#Sales Manager#Enterprise#Spotify Technology#Account Executives#New Business#B2B SaaS#Sales Strategy#Long-cycle deals#Sales Engineering#Marketing#Product Management#Customer Success#Revenue Operations#Developer Experience#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…
Company
SpotifyJob Posted
5 days ago
Employment Type
Full Time
Work mode
Hybrid
Salary
US$143,510–205,015 · Negotiable
Experience Level
Senior
Locations
New York, United States
Applicants
Be an early applicant