Account Executive - Enterprise, Spotify Technology

• 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.