Account Executive - Enterprise, Spotify Technology

Spotify•San Francisco, CA

3d•$110,392 - $157,704•Hybrid

About The Position

Spotify Technology is a business-to-business software team helping 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 Enterprise Account Executive drives new business with organizations of 1,000 or more employees. The role involves developing long-term account strategies, building relationships across complex buying committees, and positioning products as strategic investments for large engineering organizations. The Account Executive collaborates with Sales Engineering, Marketing, Product, and Customer Success to close new business, expand customer relationships, and cross-sell products. The role is based in New York City or San Francisco, with flexibility to work from home and some in-person meetings. Travel of up to 30% is required.

Requirements

At least 5 years of experience in a quota-carrying sales role, including enterprise software sales experience.
Proven record of closing large, complex enterprise deals and achieving or exceeding revenue targets.
Experience with strategic account planning, multi-threaded relationships, and long sales cycles involving multiple stakeholders.
Experience selling to technical and executive stakeholders, such as CTOs, VPs of Engineering, platform teams, and DevOps leaders.
Familiarity with software development, DevOps tools, or developer ecosystems, and understanding of engineering organizations' buying decisions.
Experience managing procurement processes, security reviews, and legal negotiations for multi-year agreements.
Ability to translate technical value into business outcomes and communicate with technical and non-technical stakeholders.
Strong communication, presentation, negotiation, and closing skills, with a strategic approach to long-term account development.
Comfort with helping build a scalable sales motion involving AI and working with innovative products in an evolving technology landscape.

Nice To Haves

Experience selling SaaS, developer platforms, or cloud services.

Responsibilities

Identify and pursue new business opportunities with organizations of 1,000 or more employees, with inbound and SDR support.
Research target accounts and develop strategic account plans mapping stakeholders, priorities, and growth opportunities.
Lead complex enterprise sales cycles and engage stakeholders across engineering, product, platform, procurement, security, and legal functions.
Build multi-threaded account relationships and develop internal champions to secure new deals and support future expansion.
Meet or exceed revenue targets and maintain accurate pipeline and forecast data for long-cycle deals.
Structure and negotiate agreements that support adoption, expansion, and long-term customer success.
Explain how Backstage Portal and Confidence address developer experience challenges at scale, including the effects of AI on software development.
Present Spotify's internal approach to engineering challenges and how its products are used internally at scale.
Develop business cases and ROI narratives for executive buyers.
Partner with Sales Engineering on technical evaluations, proofs of concept, and integration planning.
Work with Customer Success to support retention and identify expansion opportunities across business units.
Share customer feedback with Product and internal teams to help shape the product roadmap.
Travel up to 30% to meet customers and prospects in the regional market, strengthen relationships, and support business growth.