Director of Sales - Backstage

About the Team and Business

Spotify’s Platform organization builds the systems that help the company move quickly, scale smoothly, and support global growth. The team spans multiple disciplines and develops the infrastructure, tools, frameworks, and capabilities needed to serve a massive customer base.

Backstage originated at Spotify and has become a widely adopted SaaS and open-source solution for developer portals. Organizations use it to bring order to complex microservices environments, strengthen the developer experience, and deliver software faster without sacrificing autonomy or control, including in AI-driven environments.

This position is focused on leading sales for Shipping Our Expertise (SOE), Spotify’s B2B SaaS offering built on top of its platform strengths. The core products, Backstage Portal and Confidence, are designed with an AI-first approach and support both human developers and automated systems. Because these products are proven internally at Spotify scale, customers can trust them in demanding R&D settings.

What You’ll Be Responsible For

• Lead revenue delivery across new customer acquisition, account growth, and retention for the SOE portfolio.
• Manage, coach, and develop a distributed organization covering Account Executives, Sales Engineers, and Customer Support.
• Create and run a sales strategy aimed at engineering leaders, platform teams, and developer experience buyers.
• Work closely with Marketing on pipeline creation, messaging, and overall go-to-market direction.
• Partner with Product and Engineering to bring customer feedback into roadmap conversations and priorities.
• Develop strong product knowledge for Backstage Portal and Confidence, and convert technical capabilities into business value.
• Communicate Spotify’s internal “dogfooding” story and show how the products are validated at large scale inside the company.
• Build disciplined forecasting practices and keep the pipeline healthy and predictable.
• Monitor and improve core performance indicators such as pipeline coverage, conversion, sales cycle length, and net revenue retention.
• Create repeatable sales processes, onboarding materials, and playbooks as the business expands.
• Represent Spotify at industry events, conferences, and important customer meetings.

What We’re Looking For

• At least 8 years of B2B SaaS sales experience, with 3+ years spent leading and developing high-performing teams.
• Strong interest in how AI is changing software development, and the ability to connect that change to customer outcomes.
• Confidence engaging with CTOs, engineering leaders, and platform teams, backed by a clear understanding of their challenges.
• Prior success selling to R&D, engineering, or developer experience audiences, including familiarity with how they buy.
• Experience working with Sales Engineering and an appreciation for technical depth in complex deals.
• Exposure to Customer Support or Customer Success, with an understanding that post-sale health supports revenue growth.
• A metrics-led approach to forecasting, performance management, and decision-making.
• The ability to establish structure and process from scratch without overcomplicating things.
• Comfort operating in a market where the product is innovative and requires customer education.

Work Location

This role operates in the Eastern Standard Time (EST) zone. The setup includes some in-person meetings, while still providing flexibility to work from home.

Additional Information

AI tools may be used during parts of the hiring process, including application review, resume analysis, or response assessment. These tools are intended to support the recruitment team and do not replace human judgment. Final hiring decisions are made by people. For more details on data handling, applicants can review Spotify’s AI notice.

Spotify describes itself as the world’s most popular audio streaming subscription service.