Role summary
Spotify is seeking a Director of Sales for its Backstage platform, a leading SaaS and open-source solution for developer portals. This role will lead the sales strategy and execution for the Shipping Our Expertise (SOE) B2B SaaS business, focusing on Backstage Portal and Confidence products. The Director will manage a distributed team of Account Executives, Sales Engineers, and Customer Support, driving revenue targets across new business, expansion, and retention. Key responsibilities include defining sales strategy, collaborating with Product and Engineering, building expertise in the product's technical value, establishing forecasting discipline, and designing scalable sales processes. The ideal candidate has 8+ years of B2B SaaS sales experience, including 3+ years in team leadership, and a strong understanding of AI's impact on software development and the challenges faced by engineering leaders and platform teams.
The Platform team creates the technology that enables Spotify to learn quickly and scale easily, enabling rapid growth in our users and our business around the globe. Spanning many disciplines, we work to make the business work; creating the infrastructure, tooling, frameworks, and capabilities needed to welcome a billion customers.
Backstage was created at Spotify and has grown into a leading SaaS and open source platform for developer portals. Thousands of companies use Backstage to bring structure to complex microservices environments, improve developer experience, and ship high-quality software faster — including in the age of AI — without losing autonomy or control.
This role leads sales for Shipping Our Expertise (SOE), Spotify's B2B SaaS business built on our platform capabilities. Our flagship products — Backstage Portal and Confidence — are AI-first and built to support both human developers and automated systems. Everything we bring to market is battle-tested at Spotify scale, giving our customers confidence that our solutions work in the most complex R&D environments.
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 the Eastern Standard Time (EST) zone
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
