Why This Job is Featured on The SaaS Jobs
Backstage sits at an increasingly important intersection in SaaS: developer tooling sold to technical buyers who care about platform standards, governance, and productivity. Because the product is both SaaS and rooted in the Backstage open source ecosystem, the commercial motion depends on credibility with engineering leadership and on translating internal platform practices into externally adoptable outcomes.
For a SaaS sales leader, this role offers durable experience in running a revenue number across the full lifecycle, not just new logo acquisition. The remit spans expansion and retention, which aligns with how modern SaaS businesses are measured through predictable revenue and net retention. It also creates regular exposure to cross-functional operating rhythms with Product, Engineering, and Marketing, a key advantage in categories where roadmap influence, technical positioning, and sales enablement are tightly coupled.
This position is best suited to someone who prefers structured ownership and metric-driven execution while remaining comfortable in consultative, technical sales cycles. It will appeal to leaders who enjoy building repeatable processes, coaching multi-role teams, and shaping go-to-market narratives for products that may require customer education rather than simple feature comparison.
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 London
- 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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