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.
As Revenue Operations Manager, you'll own revenue operations for Spotify Technology, helping our sales organization scale from early growth to a mature, segmented go-to-market model. This is a hands-on role where you'll work closely with the business day to day, identify challenges early, and build the systems, processes, and insights that enable sustainable growth.
You'll partner with Sales leadership, Marketing, Sales Engineering, and Customer Success to improve how we operate across the customer lifecycle. You'll balance strategic planning with practical execution, creating structure that helps our teams work efficiently as the business evolves.
What You'll Do
• Own sales operations for Spotify Technology, including CRM, pipeline management, forecasting, territory and account assignment, and deal desk processes.
• Design and roll out a segmented sales model that evolves our go-to-market approach as the business matures.
• Build infrastructure and systems to support a scalable Commercial sales motion (companies with fewer than 1,000 employees), focused on faster deal cycles, efficient lead routing, and repeatable processes.
• Build infrastructure and systems to support a strategic Enterprise sales motion (companies with 1,000+ employees), enabling prospecting, account planning, and multi-product engagements.
• Partner with the Director of Sales as a strategic advisor on quota setting, capacity planning, compensation, territory design, and headcount modeling.
• Support revenue across the full customer lifecycle, including new business, expansion, and retention.
• Build reporting and dashboards to track pipeline coverage, conversion rates, time to close, forecast accuracy, and net revenue retention by segment.
• Strengthen forecasting discipline and maintain a healthy, predictable pipeline through effective reporting and sales processes.
• Identify friction across the sales process, including handoffs between Account Executives, Sales Engineering, and Customer Success, and drive improvements with cross-functional partners.
• Partner with Marketing on pipeline generation reporting, lead management, and process improvements.
• Establish and continuously improve operating rhythms, including forecast calls, pipeline reviews, and quarterly business reviews (QBRs), as the business scales.
• Evaluate and manage the go-to-market (GTM) technology stack to support efficient and scalable sales operations.
Who You Are
• You have 6+ years of experience in revenue operations, sales operations, or go-to-market strategy, with a track record of meaningful impact at a senior level.
• You have experience scaling sales operations through a startup or high-growth phase and understand when to introduce new processes and structure.
• You can build systems and processes from the ground up without adding unnecessary complexity.
• You are proficient in using AI and can lead initiatives that improve sales effectiveness through AI-enabled tools and processes.
• You have experience in B2B SaaS, ideally within developer platforms, DevOps tools, or cloud services.
• You understand the differences between product-led growth (PLG), Commercial, and Enterprise sales motions and have experience designing segmented sales models.
• You understand complex technical sales involving Sales Engineering and recognize the importance of customer retention and post-sale success in revenue strategy.
• You have hands-on experience with Salesforce or a similar CRM, including building reports, workflows, and resolving data issues.
• You use data to guide forecasting, capacity modeling, and funnel analysis, combining analytical skills with sound business judgment.
• You can influence senior sales leaders, build alignment across teams, and drive decisions without formal authority.
• You are comfortable working in evolving environments, adapting as priorities change, and helping shape how an innovative business grows.
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.
