Sales Manager

What You'll Do

• Lead, coach, and develop a team of Enterprise Account Executives, helping each seller grow their skills and consistently achieve or exceed their targets.

• Own quarterly and annual team revenue targets for new business with organizations of 1,000+ employees, in partnership with the Director of Sales.

• Translate Spotify Technology's overall sales strategy into a clear enterprise plan, including target accounts, territory priorities, and account planning standards.

• Build a team that converts inbound demand while proactively hunting new opportunities in target accounts.

• Stay hands-on in key deals, joining customer meetings, supporting negotiations, and helping navigate complex buying committees.

• Coach the team on strategic account planning, multi-threading, champion building, and developing executive-level business cases.

• Run a disciplined operating rhythm through regular pipeline reviews, deal reviews, and one-on-ones, while maintaining 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, with Customer Success on retention and expansion, and with Marketing on account-based programs and pipeline generation.

• Help sellers articulate how Backstage Portal, Confidence, and Xirp solve developer experience challenges, including how AI is reshaping software development in large organizations.

• Help sellers tell a compelling story about Spotify's internal approach to solving engineering challenges and how our products are proven internally at scale.

• Share customer feedback with Product and internal teams to help shape the roadmap.

• Contribute to hiring, onboarding, and developing sales playbooks as the Enterprise team grows.

Who You Are

• You have 8+ years of experience in B2B SaaS sales, including closing large, complex enterprise deals, and 3+ years of experience managing sales teams.

• You have a proven track record of building and developing high-performing teams that consistently achieve or exceed targets in enterprise environments.

• You are both strategic and hands-on, comfortable setting direction while staying involved in the details of individual deals.

• You bring strong judgment when working with incomplete information and can coach your team to prioritize high-potential opportunities while confidently moving away from poorly qualified deals.

• You have experience selling to engineering leaders, CTOs, platform teams, or developer experience buyers, and understand how they evaluate and make purchasing decisions.

• You are familiar with software development, Product Management, DevOps tools, or developer ecosystems.

• You understand long, multi-stakeholder sales cycles, including procurement processes, security reviews, and multi-year agreements.

• You have experience partnering closely with Sales Engineering and understand the importance of technical depth in complex enterprise sales.

• You use data and metrics to guide forecasting, coaching, and decision-making, while building structure and processes without adding unnecessary complexity.

• You bring strong communication, coaching, negotiation, and presentation skills.

• You are excited to help build a scalable enterprise sales motion with AI and enjoy working with innovative products in an evolving technology landscape.