Revenue Operations Leader - Hybrid GTM & Forecasting

Spotify Los Angeles; Greater London; Hybrid; GBP 110,000 - 140,000; Full time

Benefits offered by this job

Learning opportunities (GreenHouse)

Flexible share incentives

Global parental leave

Employee assistance program

Job summary

Spotify Technology is seeking an experienced Revenue Operations Manager to own sales operations and scale our GTM model in a hybrid London role. You will partner with Sales, Marketing, Sales Engineering, and Customer Success to design, implement, and optimize the systems, processes, and insights that drive sustainable growth across Commercial and Enterprise motions.

The role demands strong automation, data-driven forecasting, and cross-functional collaboration, with hands-on Salesforce

Qualifications

• You have 6+ years of experience in revenue or sales operations at senior level.
• You have scaled sales operations in startup or high-growth environments.
• You can build systems and processes from the ground up.
• You are proficient with AI-enabled tools in sales.
• You have B2B SaaS experience, ideally within developer platforms, DevOps tools, or cloud services.
• You understand PLG, Commercial, and Enterprise sales motions and segmented models.
• You have hands-on Salesforce experience: reports, workflows, and data issue resolution.
• You use data to guide forecasting, capacity modeling, and funnel analysis.

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.

Skills

Revenue operations

Sales operations

Salesforce CRM

Data-driven forecasting

AI in sales

B2B SaaS

Executive influence

Stakeholder alignment

Tools

Salesforce

CRM systems

Job description

Spotify Technology is seeking an experienced Revenue Operations Manager to own sales operations and scale our GTM model in a hybrid London role. You will partner with Sales, Marketing, Sales Engineering, and Customer Success to design, implement, and optimize the systems, processes, and insights that drive sustainable growth across Commercial and Enterprise motions.

The role demands strong automation, data-driven forecasting, and cross-functional collaboration, with hands-on Salesforce