Account Executive - Commercial, Spotify Technology

Job description

Spotify Technology is our business-to-business software team, helping organizations improve how they build and deliver software. Our products, including Backstage Portal, Confidence, and Xirp, support developers and AI-powered systems as they navigate increasingly complex engineering environments. As an Account Executive on our Commercial team, you will drive new business for Spotify Technology. You'll focus on companies with fewer than 1,000 employees, where sales cycles typically run from weeks to a few months and success depends on a repeatable, scalable sales motion. You'll manage a high volume of opportunities, work with one or a small group of decision-makers (often a hands-on engineering leader or CTO), and move deals efficiently from the first conversation to close. You'll also help shape the playbook that enables our commercial business to grow. You'll collaborate with Sales Engineering, Marketing, Product, and Customer Success to create a seamless customer experience. Your ability to quickly understand customers' technical needs and connect them to clear business value will be key to your success. ### What You'll Do • Identify and pursue new business opportunities with companies of fewer than 1,000 employees. While significant inbound demand supports the pipeline, top performers will exceed targets by treating this as a “Hunter” role in addition to converting inbound demand. • Own the full sales cycle, from prospecting and discovery through demos, proposals, negotiations, and close. • Manage a high-velocity pipeline across multiple opportunities, keeping deals moving with clear next steps and maintaining accurate pipeline and forecast data in the CRM. • Achieve and exceed quarterly and annual revenue targets. • Run efficient, repeatable sales processes and contribute to playbooks that help scale our commercial sales motion. • Partner with Marketing on inbound and outbound pipeline generation, responding quickly to leads and identifying new opportunities. • Articulate how Backstage Portal and Confidence solve developer experience challenges, including how AI is reshaping software development. • Tell a compelling story about Spotify's internal approach to solving engineering challenges and how our products are proven internally at scale. • Present case studies and customer success stories that demonstrate the impact and business value of our products. • Partner with Sales Engineering on technical evaluations and ensure a smooth handoff to Customer Success to support onboarding, retention, and expansion. • Share customer feedback with Product and internal teams to help shape the roadmap. ### Who You Are • You have 4+ years of experience in a quota-carrying sales role, including 2+ years in a revenue-closing role, ideally in SaaS, developer platforms, or cloud services. • You have a proven track record of achieving and exceeding targets in a fast-paced, high-volume B2B environment, ideally selling to small and medium-sized businesses (SMB) or mid-market companies. • You are skilled at managing fast sales cycles efficiently while maintaining a thoughtful and effective discovery process. • You bring strong judgment when working with incomplete information, allowing you to prioritize high-potential opportunities and confidently move away from poorly qualified deals. • You have experience selling to technical stakeholders, including CTOs, engineering leaders, developers, or DevOps teams. • You are familiar with software development, Product Management, DevOps tools, or developer ecosystems. • You can clearly communicate technical benefits and business value to both technical and non-technical stakeholders. • You bring strong communication, presentation, negotiation, and closing skills. • You are highly organized and disciplined in pipeline management, forecasting, and CRM hygiene. • You are excited to help build a scalable sales motion with AI and enjoy working with innovative products in an evolving technology landscape. ### Where You'll Be This role is based in New York City We offer you the flexibility to work where you work best! There will be some in person meetings, but still allows for flexibility to work from home.