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 London
• 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