Director of Sales, Scaled Vendor Sales

Spotify•Toronto, NY

9d•Hybrid

About The Position

Sell what you love. For us and millions of users across the globe, that’s Spotify. Join the Sales team and you’ll build the relationships that help grow our business in existing markets and beyond. We don’t just sell creative solutions to our clients and partners, we help to shape them; using our expert knowledge of ad products, sales channels and the industry to impact the way the world experiences music and podcasts. Spotify is seeking a dynamic and strategic Director of Scaled Sales & Vendor Operations to lead the global vendor ecosystem for our Emerging and Scaled Sales organization reporting to the Global Head of Revenue Programs. In this leadership role, you will define the vision, operating model, and performance strategy for vendor-led sales programs across EMEA, North America, and JAPAC. You will be responsible for architecting scalable systems, driving operational excellence, and unlocking new revenue opportunities at global scale. You will serve as a critical partner to regional sales leadership, product teams, and sales operations functions as you shape how Spotify acquires, nurtures, and grows SMB advertisers through highly effective vendor-managed motions.

Requirements

10+ years of experience in advertising sales or vendor operations within a digital media environment.
Proven executive-level leader with demonstrated success driving large-scale revenue programs, managing multi-region teams, and exceeding ambitious growth targets.
Strategic operator with deep expertise building scalable sales strategies, account management structures, and customer onboarding programs for SMB audiences.
Experienced vendor leader capable of influencing at the executive level, optimizing multi-site operations, and developing strong, trusted partnerships.
Highly analytical and data fluent, with the ability to leverage insights to shape strategy, diagnose performance gaps, and drive continuous improvement.
Exceptional communicator able to influence stakeholders and drive alignment across global, cross-functional teams.
Fluent in English; additional languages from EMEA or JAPAC regions are a plus.

Responsibilities

Build and own the global strategy and operations for vendor-led sales, ensuring alignment with Spotify’s revenue goals and long-term growth plans for the SMB segment.
Define the operating model for how vendors support new business acquisition, scaled account management, and customer onboarding across multiple regions.
Lead, mentor, and inspire high-performing vendor teams to deliver against ambitious revenue, efficiency, and customer experience goals.
Establish rigorous performance management frameworks, including KPIs, forecasting methodologies, and continuous optimization mechanisms.
Design and evolve scalable outbound sales playbooks, onboarding frameworks, and account management strategies tailored to SMB advertiser needs.
Partner closely with Product, Marketing, and Sales Training to create repeatable, data-driven sales motions that accelerate activation and long-term retention.
Develop leadership training, certification standards, and enablement programs to ensure consistent execution across all vendor sites.
Champion operational excellence by improving workflows and tools, reducing friction, and enhancing the end-to-end vendor experience.
Use data and experimentation to evaluate funnel performance, customer behavior, and vendor operational health, translating insights into strategic recommendations.
Identify opportunities for automation, tooling, and new processes that materially improve productivity and revenue outcomes.
Partner with regional sales leaders, Product, Marketing, Sales Ops, and Sales Systems and Tools to ensure alignment on strategy, resourcing, and execution.
Act as a global thought leader, ensuring best practices are shared and adopted across all regions and vendor partners.