About the team
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.
Responsibilities
•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.
Requirements
•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.
•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.
•Skilled at managing fast sales cycles efficiently while maintaining a thoughtful and effective discovery process.
•Strong judgment when working with incomplete information, allowing prioritization of high-potential opportunities and confidently moving away from poorly qualified deals.
•Experience selling to technical stakeholders, including CTOs, engineering leaders, developers, or DevOps teams.
•Familiarity with software development, Product Management, DevOps tools, or developer ecosystems.
•Ability to clearly communicate technical benefits and business value to both technical and non-technical stakeholders.
•Strong communication, presentation, negotiation, and closing skills.
•Highly organized and disciplined in pipeline management, forecasting, and CRM hygiene.
•Excitement to help build a scalable sales motion with AI and enjoy working with innovative products in an evolving technology landscape.
Conditions
•Flexibility to work where you work best, with some in-person meetings required but flexibility to work from home.
•The Canada base range for this position is $82,902 – $118,432 CAD plus equity.
•Benefits available for this position include extended health and dental coverage, retirement savings plans, monthly meal allowance, 23 paid days off, 13 paid flexible holidays, and other benefits in accordance with Canadian employment standards.
•These ranges and benefits may be modified in the future.
