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 Enterprise team, you will drive new business for Spotify Technology. You'll focus on organizations with 1,000+ employees, where engineering environments are complex, buying committees span engineering, finance, procurement, security, and legal, and large deals can take many months to close. Success in this role comes from long-term strategy: building account plans, developing deep relationships, and positioning our products as a strategic investment in how large engineering organizations work.
You'll collaborate with Sales Engineering, Marketing, Product, and Customer Success to close new business, expand existing customer relationships, and cross-sell products across our portfolio. Your ability to understand both the technical depth of our products and the strategic priorities of senior engineering and business leaders will be key to your success.
What You'll Do
• Identify and pursue new business opportunities with organizations of 1,000+ employees. This is a “Hunter” role with significant inbound and SDR support.
• Research and prospect into target accounts, building strategic account plans that map stakeholders, priorities, and opportunities for long-term growth.
• Lead complex enterprise sales cycles, proactively engaging multiple stakeholders, including CTOs, VPs of Engineering, Product leaders, platform teams, developer experience leaders, procurement, security, and legal.
• Build multi-threaded relationships across each account and develop multiple internal champions to secure new deals and support expansion over time.
• Achieve and exceed revenue targets while maintaining accurate pipeline and forecast data for long-cycle deals.
• Structure and negotiate agreements that support customer adoption, expansion, and long-term success.
• Articulate how Backstage Portal and Confidence solve developer experience challenges at scale, including how AI is reshaping software development in large organizations.
• Tell a compelling story about Spotify's internal approach to solving engineering challenges and how our products are proven internally at scale.
• Build business cases and return-on-investment (ROI) narratives that resonate with executive buyers.
• Partner closely with Sales Engineering on technical evaluations, proofs of concept, and integration planning.
• Collaborate with Customer Success to support retention and identify expansion opportunities across business units, while sharing customer feedback with Product and internal teams to help shape the roadmap.
• Travel up to 30% of the time to meet existing and prospective customers in your regional market, strengthen relationships, and support business growth.
Who You Are
• You have 5+ years of experience in a quota-carrying sales role, including experience selling enterprise software, ideally in SaaS, developer platforms, or cloud services.
• You have a proven track record of closing large, complex enterprise deals and achieving or exceeding revenue targets.
• You are experienced in strategic account planning, building multi-threaded relationships, and navigating long sales cycles with multiple stakeholders.
• You have experience selling to technical and executive stakeholders, such as CTOs, VPs of Engineering, platform teams, and DevOps leaders.
• You are familiar with software development, DevOps tools, or developer ecosystems, and understand how engineering organizations make buying decisions.
• You are comfortable managing procurement processes, security reviews, and legal negotiations for multi-year agreements.
• You can translate technical value into business outcomes and communicate effectively with both technical and non-technical stakeholders.
• You bring strong communication, presentation, negotiation, and closing skills, along with a strategic approach to long-term account development.
• 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 or San Francisco.
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.