Director of Sales - Backstage

What You'll Do

Own revenue targets across new business, expansion, and retention for the SOE product portfolio

Lead, coach, and grow a distributed team across Account Executives, Sales Engineers, and Customer Support

Define and execute a sales strategy focused on engineering leaders, platform teams, and developer experience buyers

Partner closely with Marketing to align on pipeline generation, messaging, and go-to-market strategy

Collaborate with Product and Engineering to represent customer needs and influence roadmap priorities

Build deep expertise in Backstage Portal and Confidence, translating technical value into clear customer outcomes

Tell a compelling story about Spotify’s dogfooding approach and how our products are proven internally at scale

Establish strong forecasting discipline and maintain a healthy, predictable pipeline

Track and improve key metrics such as pipeline coverage, conversion rates, time to close, and net revenue retention

Design scalable sales processes, onboarding programs, and playbooks as the business grows

Represent Spotify externally at industry events, conferences, and key customer engagements

Who You Are

You have 8+ years of experience in B2B SaaS sales, including 3+ years leading and developing high-performing teams

You are excited about how AI is transforming software development and can connect that shift to real customer value

You are comfortable engaging with engineering leaders, CTOs, and platform teams, and build credibility through understanding their challenges

You have experience selling to R&D, engineering, or developer experience buyers and understand their decision-making processes

You bring experience working alongside Sales Engineering and understand the importance of technical depth in complex sales

You have owned or partnered closely with Customer Support or Customer Success and view post-sale health as part of revenue strategy

You are data-driven and use metrics to guide forecasting, performance, and decision-making

You are able to build structure and process from the ground up without adding unnecessary complexity

You thrive in environments where the product is innovative and requires educating the market

Where You'll Be

This role is based in the Eastern Standard Time (EST) zone…