Account Executive - Enterprise, Spotify Technology

Spotify•San Francisco, NY

1d•Hybrid

About The Position

Spotify Technology is Spotify’s 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 strategic account planning, developing relationships across complex buying committees, and leading long enterprise sales cycles. The Account Executive partners with Sales Engineering, Marketing, Product, and Customer Success to close new business, expand existing relationships, and cross-sell products across the portfolio. Success requires understanding the technical value of the products and the strategic priorities of senior engineering and business leaders. 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 expected to meet existing and prospective customers in the regional market.

Requirements

At least 5 years of experience in a quota-carrying sales role, including enterprise software sales experience.
A track 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 how engineering organizations make buying decisions.
Ability to manage 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.
Excitement about building a scalable sales motion with AI and working with innovative products in an evolving technology landscape.

Nice To Haves

Experience selling in 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 and prospect into target accounts, creating strategic account plans that map stakeholders, priorities, and long-term growth opportunities.
Lead complex enterprise sales cycles and engage stakeholders across engineering, product, platform, developer experience, procurement, security, and legal.
Build multi-threaded account relationships and develop internal champions to secure new deals and support future expansion.
Achieve and exceed revenue targets while maintaining accurate pipeline and forecast data for long-cycle deals.
Structure and negotiate agreements that support customer adoption, expansion, and long-term success.
Explain how Backstage Portal and Confidence address developer experience challenges at scale, including the effects of AI on software development in large organizations.
Present Spotify’s internal approach to engineering challenges and explain how its products have been proven internally at scale.
Build business cases and return-on-investment 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 roadmap.
Travel up to 30% to meet existing and prospective customers, strengthen relationships, and support business growth.