Account Executive - Commercial, Spotify Technology

Job description

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 Commercial team, you will drive new business for Spotify Technology. You'll focus on companies with fewer than 1,000 employees, where sales cycles typically run from weeks to a few months and success depends on a repeatable, scalable sales motion. You'll manage a high volume of opportunities, work with one or a small group of decision-makers (often a hands-on engineering leader or CTO), and move deals efficiently from the first conversation to close. You'll also help shape the playbook that enables our commercial business to grow. You'll collaborate with Sales Engineering, Marketing, Product, and Customer Success to create a seamless customer experience. Your ability to quickly understand customers' technical needs and connect them to clear business value will be key to your success. What You'll Do • 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. •…