Account Executive - Commercial, Spotify Technology

Spotify•New York, NY

1d•Hybrid

About The Position

Spotify Technology’s business-to-business software team helps organizations improve how they build and deliver software. Its products, including Backstage Portal, Confidence, and Xirp, support developers and AI-powered systems in complex engineering environments. The Account Executive on the Commercial team drives new business with companies that have fewer than 1,000 employees. Sales cycles typically last from weeks to a few months, and the role focuses on a repeatable, scalable sales motion and a high volume of opportunities, often involving one or a small group of decision-makers such as an engineering leader or CTO. The role owns opportunities from initial conversation through close and helps shape the commercial sales playbook. It works closely with Sales Engineering, Marketing, Product, and Customer Success to create a seamless customer experience. Success depends on understanding customers’ technical needs quickly and connecting them to clear business value. The position is based in New York City, with some in-person meetings and flexibility to work from home.

Requirements

At least 4 years of experience in a quota-carrying sales role, including at least 2 years in a revenue-closing role.
Proven record of achieving and exceeding targets in a fast-paced, high-volume B2B environment.
Skill in managing fast sales cycles efficiently while maintaining a thoughtful and effective discovery process.
Strong judgment when working with incomplete information, including prioritizing high-potential opportunities and moving away from poorly qualified deals.
Experience selling to technical stakeholders, including CTOs, engineering leaders, developers, or DevOps teams.
Familiarity with software development, Product Management, DevOps tools, or developer ecosystems.
Ability to communicate technical benefits and business value clearly to technical and non-technical stakeholders.
Strong communication, presentation, negotiation, and closing skills.
Strong organization and discipline in pipeline management, forecasting, and CRM hygiene.
Excitement about building a scalable sales motion with AI and working with innovative products in an evolving technology landscape.

Nice To Haves

Experience in SaaS, developer platforms, or cloud services.
Experience selling to small and medium-sized businesses (SMB) or mid-market companies.

Responsibilities

Identify and pursue new business opportunities with companies of fewer than 1,000 employees, including converting inbound demand and prospecting as a hunter.
Own the full sales cycle, from prospecting and discovery through demos, proposals, negotiations, and close.
Manage a high-velocity pipeline across multiple opportunities, maintain clear next steps, and keep CRM pipeline and forecast data accurate.
Achieve and exceed quarterly and annual revenue targets.
Run efficient, repeatable sales processes and contribute to playbooks that scale the commercial sales motion.
Partner with Marketing on inbound and outbound pipeline generation, respond quickly to leads, and identify new opportunities.
Explain how Backstage Portal and Confidence address developer experience challenges, including changes driven by AI in software development.
Tell the story of Spotify’s internal approach to engineering challenges and how its products are proven internally at scale.
Present case studies and customer success stories that demonstrate product impact and business value.
Partner with Sales Engineering on technical evaluations and ensure a smooth handoff to Customer Success for onboarding, retention, and expansion.
Share customer feedback with Product and internal teams to help shape the roadmap.