Director of Sales - Emerging & Scaled (New Business)

About the Position

Director of Sales - Emerging & Scaled (New Business)

New York, NY

Advertising – Advertising Sales - Emerging and Scaled Sales

Permanent

Hybrid

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Spotify's Emerging & Scaled (E&S) business is growing rapidly across the US and Canada, and we're investing in accelerating first-time advertiser growth. As part of our mission to help brands connect with fans through audio and video, we're expanding our New Business organization.

We're looking for an experienced Director of Sales to lead our New Business acquisition strategy across North America. In this role, you'll lead and develop a high-performing, outbound-focused sales team, driving the full sales cycle from prospecting through closing. Reporting to E&S leadership, you'll shape scalable acquisition strategies, strengthen pipeline generation, and create a results-driven sales culture through hands-on coaching and measurable performance goals. You'll play a key role in unlocking new advertiser categories and driving sustainable net-new revenue growth.

Responsibilities

• Define and lead the New Business go-to-market strategy across the US and Canada, expanding Spotify's presence in new and underpenetrated advertiser categories.
• Lead, coach, and develop a high-performing, outbound-focused sales team responsible for the full sales cycle, from prospecting and lead qualification through negotiation and closing.
• Build scalable prospecting strategies, outreach frameworks, and repeatable sales processes that accelerate pipeline generation and first-time advertiser acquisition.
• Foster a results-driven sales culture through hands-on coaching, clear performance expectations, measurable KPIs, and disciplined pipeline management.
• Develop and implement sales playbooks, vertical-specific narratives, and performance storytelling that help sellers engage prospective advertisers and convert opportunities into revenue.
• Partner with Marketing, Sales Enablement, Product, and vendor teams to strengthen competitive positioning and develop effective acquisition strategies across Spotify's audio, video, and programmatic advertising solutions.
• Build relationships with agencies, brands, and senior decision-makers, identifying new opportunities and turning first-time advertisers into long-term partners.
• Own net-new revenue targets, pipeline health, forecasting accuracy, and sales performance, using Salesforce and data-driven insights to identify opportunities and continuously improve results.

Requirements

• 10+ years of experience in digital media sales or related B2B industries, including 5+ years leading, coaching, and developing high-performing sales teams.
• Proven experience leading high-velocity, outbound-focused B2B sales teams, ideally within digital advertising, ad tech, SaaS, martech, or performance marketing.
• Strong track record of driving net-new customer acquisition, building scalable prospecting strategies, and leading teams through the full sales cycle, from initial outreach to closed-won business.
• Deep understanding of digital advertising, including direct and programmatic buying, measurement, advertising technology, and data-driven solutions.
• Experience setting and delivering ambitious new-business revenue targets, using pipeline metrics, conversion data, and sales forecasting to guide decisions and improve performance.
• Ability to build trusted relationships with senior agency and brand decision-makers, understand their business challenges, and communicate the value of advertising solutions.
• Inclusive, collaborative leader who enjoys developing talent, building strong teams, and partnering across functions to achieve shared goals.

We Offer

• Competitive salary range: $137,999 - $197,142, plus equity, plus bonus or commission.
• Benefits include health insurance, six month paid parental leave, 401(k) retirement plan, monthly meal allowance, 23 paid days off, 13 paid flexible holidays, paid sick leave.
• Hybrid work location with flexibility to work from home and in-person meetings in New York office 2-3 times per week.

About the Company

Spotify is a leading global audio streaming and media services provider that offers millions of songs, podcasts, and videos to its users. We are committed to fostering a diverse and inclusive workplace and using artificial intelligence (AI) tools to support parts of the hiring process while ensuring final hiring decisions are made by humans.

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