Sales Manager, Enterprise — Spotify Technology

Spotify•New York, 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 include Backstage Portal, Confidence, and Xirp. The Sales Manager for the Enterprise team leads Account Executives responsible for new business and sets the sales approach for organizations with 1,000 or more employees. The role combines strategic planning with direct involvement in complex, long-cycle deals and coaching sellers through opportunities. It collaborates with Sales Engineering, Marketing, Product, Customer Success, and Revenue Operations to create a seamless customer experience. The role is based in New York City, with flexibility to work from home and some in-person meetings.

Requirements

At least 8 years of experience in B2B SaaS sales, including closing large, complex enterprise deals.
At least 3 years of experience managing sales teams.
Proven track record of building and developing high-performing teams that consistently achieve or exceed targets in enterprise environments.
Ability to set strategic direction while remaining involved in individual deals.
Strong judgment with incomplete information and ability to coach sellers to prioritize high-potential opportunities and move away from poorly qualified deals.
Experience selling to engineering leaders, CTOs, platform teams, or developer experience buyers, and 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, security reviews, and multi-year agreements.
Experience partnering closely with Sales Engineering and understanding of 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.
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 build 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, including target accounts, territory priorities, and account-planning standards.
Build a team that converts inbound demand and proactively pursues new 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 Enterprise process improvements.
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 describe 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.