Account Executive - Commercial, Spotify Technology

Spotify•New York, NY

3d•$87,069 - $124,385•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. The role manages a high volume of opportunities through relatively short sales cycles, using a repeatable, scalable sales motion. It owns the sales process from initial outreach through close and contributes to the playbook for growing the commercial business. The position works with Sales Engineering, Marketing, Product, and Customer Success to understand customers’ technical needs, communicate business value, and provide a seamless customer experience. The role is based in New York City, with some in-person meetings and flexibility to work from home. The U.S. base salary range is $87,069–$124,385, plus equity.

Requirements

At least 4 years of experience in a quota-carrying sales role, including at least 2 years in a revenue-closing role.
A proven track record of achieving and exceeding targets in a fast-paced, high-volume B2B environment.
Skill in managing fast sales cycles while maintaining an effective discovery process.
Strong judgment when prioritizing high-potential opportunities and disqualifying poorly qualified deals.
Experience selling to technical stakeholders such as CTOs, engineering leaders, developers, or DevOps teams.
Ability to communicate technical benefits and business value to technical and non-technical stakeholders.
Strong communication, presentation, negotiation, and closing skills.
Organization and discipline in pipeline management, forecasting, and CRM hygiene.

Nice To Haves

Sales experience in SaaS, developer platforms, or cloud services.
Experience selling to small and medium-sized businesses (SMB) or mid-market companies.
Familiarity with software development, Product Management, DevOps tools, or developer ecosystems.
Interest in building a scalable sales motion with AI and working with innovative products in an evolving technology landscape.

Responsibilities

Identify and pursue new business opportunities with companies of fewer than 1,000 employees, including prospecting beyond inbound demand.
Own the full sales cycle, from prospecting and discovery through demonstrations, proposals, negotiations, and close.
Manage a high-velocity pipeline across multiple opportunities, establish clear next steps, and maintain accurate CRM pipeline and forecast data.
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 the impact of AI on software development.
Present Spotify’s internal approach to engineering challenges and explain how its products are proven internally at scale.
Present case studies and customer success stories demonstrating product impact and business value.
Partner with Sales Engineering on technical evaluations and coordinate a smooth handoff to Customer Success for onboarding, retention, and expansion.
Share customer feedback with Product and internal teams to help shape the roadmap.