Why This Job is Featured on The SaaS Jobs
This listing stands out in the SaaS landscape because it sits at the intersection of product-led infrastructure and enterprise go-to-market. Backstage is positioned as both an open source standard and a commercial SaaS offering, which creates a distinct sales motion where credibility with technical buyers matters as much as commercial execution. The remit spans a portfolio that includes AI-first products, reflecting a broader shift in SaaS toward tooling that supports both human workflows and automated systems.
From a career standpoint, the role offers exposure to the operating system of modern SaaS growth: balancing new business with expansion and retention, building forecasting discipline, and translating deeply technical value into measurable customer outcomes. Leading across Account Executives, Sales Engineering, and support also builds a transferable leadership toolkit for SaaS organizations where revenue is tightly coupled to adoption and post-sale health.
This role is best suited to a sales leader who prefers structured, metric-driven management and is comfortable engaging senior engineering stakeholders. It will fit someone who enjoys shaping sales process and playbooks while partnering closely with product and marketing, particularly in categories that require market education rather than purely transactional selling.
The section above is editorial commentary from The SaaS Jobs, provided to help SaaS professionals understand the role in a broader industry context.
Job 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. 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.
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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
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The United States base range for this position is 242,533.00-346,475.00 USD, plus equity. The benefits available for this position include health insurance, six-month paid parental leave, 401(k) retirement plan, monthly meal allowance, 23 paid days off, paid flexible holidays, and paid sick leave. These ranges may be modified in the future.
