Revenue Operations Manager - Spotify Technology

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.