Sales Manager, Enterprise — Spotify Technology

Spotify•New York, NY

3d•$143,510 - $205,015•Hybrid

About The Position

Spotify Technology is a business-to-business software team whose products—including Backstage Portal, Confidence, and Xirp—help organizations build and deliver software. The Sales Manager, Enterprise leads the Account Executives responsible for new business with organizations of 1,000 or more employees. Reporting to the Director of Sales, this role sets the enterprise sales strategy and owns team revenue targets in partnership with the Director of Sales. The role combines strategic leadership with hands-on deal support. The Sales Manager coaches sellers through complex, long-cycle opportunities and buying committees, and partners with Sales Engineering, Marketing, Product, Customer Success, and Revenue Operations to deliver a seamless customer experience. The position is based in New York City, with some in-person meetings and flexibility to work from home.

Requirements

8+ years of experience in B2B SaaS sales, including closing large, complex enterprise deals.
3+ years of experience managing sales teams.
Proven 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, with an understanding of their 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.
Ability to use data and metrics to guide forecasting, coaching, and decisions, and to build structure and processes without unnecessary complexity.
Strong communication, coaching, negotiation, and presentation skills.

Nice To Haves

Interest in building a scalable enterprise sales motion with AI and working with innovative products in an evolving technology landscape.

Responsibilities

Lead, coach, and develop Enterprise Account Executives to grow their skills and consistently achieve or exceed targets.
Own quarterly and annual team revenue targets for new business with organizations of 1,000 or more employees, in partnership with the Director of Sales.
Translate the overall sales strategy into an enterprise plan covering target accounts, territory priorities, and account-planning standards.
Build a team that converts inbound demand and proactively pursues opportunities in target accounts.
Participate in key deals by joining customer meetings, supporting negotiations, and helping navigate complex buying committees.
Coach sellers on strategic account planning, multi-threading, champion building, and executive-level business cases.
Run regular pipeline reviews, deal reviews, and one-on-ones; maintain 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, Customer Success on retention and expansion, and Marketing on account-based programs and pipeline generation.
Help sellers explain how Backstage Portal, Confidence, and Xirp address developer experience challenges, including the effects of AI on software development in large organizations.
Help sellers present Spotify's internal approach to engineering challenges and how its products are proven internally at scale.
Share customer feedback with Product and internal teams to help shape the roadmap.
Contribute to hiring, onboarding, and development of sales playbooks as the Enterprise team grows.