Director of Sales - Backstage

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