# Sales Leader for Shipping Our Expertise (SOE)

**Company**: Spotify
**Location**: New York City
**Work arrangement**: hybrid
**Experience**: senior
**Job type**: full-time
**Salary**: $242,533.00 - $346,475.00 USD, plus equity
**Category**: Sales
**Industry**: Technology

**Apply**: https://jobs.lever.co/spotify/0eb478c8-b3e5-4722-91a1-dfbb1740d0fc
**Canonical**: https://yubhub.co/jobs/job_780be32b-8b5

## Description

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. 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.

## Responsibilities

- 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

## Requirements

- 8+ years of experience in B2B SaaS sales, including 3+ years leading and developing high-performing teams

- Excited about how AI is transforming software development and can connect that shift to real customer value

- Comfortable engaging with engineering leaders, CTOs, and platform teams, and build credibility through understanding their challenges

- Experience selling to R&D, engineering, or developer experience buyers and understand their decision-making processes

- Bring experience working alongside Sales Engineering and understand the importance of technical depth in complex sales

- Owned or partnered closely with Customer Support or Customer Success and view post-sale health as part of revenue strategy

- Data-driven and use metrics to guide forecasting, performance, and decision-making

- Able to build structure and process from the ground up without adding unnecessary complexity

- Thrive in environments where the product is innovative and requires educating the market

## Benefits

- Health insurance

- Six-month paid parental leave

- 401(k) retirement plan

- Monthly meal allowance

- 23 paid days off

- Paid flexible holidays

- Paid sick leave

- Salary range: $242,533.00 - $346,475.00 USD, plus equity

## Skills

### Required
- B2B SaaS sales
- Leadership development
- Sales strategy
- Pipeline generation
- Customer success
- Data-driven decision making
- Technical sales
- Customer support
- Sales engineering