Account Executive - Commercial, Spotify Technology

• 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.