Revenue Operations Manager - Spotify Technology
Primary stack
Nice to have's
Job description
About the Position
Revenue Operations Manager - Spotify Technology
London
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.
Responsibilities
- 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.
Requirements
- 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.
- Experience scaling sales operations through a startup or high-growth phase and understand when to introduce new processes and structure.
- Ability to build systems and processes from the ground up without adding unnecessary complexity.
- Proficiency in using AI and leading initiatives that improve sales effectiveness through AI-enabled tools and processes.
- Experience in B2B SaaS, ideally within developer platforms, DevOps tools, or cloud services.
- Understanding of the differences between product-led growth (PLG), Commercial, and Enterprise sales motions and experience designing segmented sales models.
- Understanding of complex technical sales involving Sales Engineering and the importance of customer retention and post-sale success in revenue strategy.
- Hands-on experience with Salesforce or a similar CRM, including building reports, workflows, and resolving data issues.
- Ability to use data to guide forecasting, capacity modeling, and funnel analysis, combining analytical skills with sound business judgment.
- Ability to influence senior sales leaders, build alignment across teams, and drive decisions without formal authority.
- Comfortable working in evolving environments, adapting as priorities change, and helping shape how an innovative business grows.
Nice to Have
- Strategic Planning
- Cross-functional Collaboration
- Process Improvement
- Reporting
- Sales Technology
We Offer
- Hybrid work flexibility with some in-person meetings
- Opportunity to work in a dynamic and innovative environment
About the Company
Spotify Technology is part of Spotify, a leading global audio streaming and media services provider. We are committed to helping organizations improve how they build and deliver software, providing cutting-edge products and services to support developers and AI-powered systems.
We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us. Find our AI notice here: Spotify AI Notice
© Spotify Germany. This job description was sourced from the employer's public career page. TheJob is not the employer — we index the posting and route candidates to the source. All content rights and hiring decisions belong to the employer.