Director of Sales - Emerging & Scaled (New Business)

Spotify•New York, NY

19d•$137,999 - $197,142•Hybrid

About The Position

Spotify is expanding its Emerging & Scaled (E&S) New Business organization to accelerate first-time advertiser growth across the US and Canada. The Director of Sales will lead the North American new-business acquisition strategy, expanding Spotify’s presence in new and underpenetrated advertiser categories and driving sustainable net-new revenue growth. The role leads and develops an outbound-focused sales team through the full sales cycle, from prospecting and qualification to negotiation and closing. The Director will establish scalable prospecting strategies and repeatable sales processes, coach sellers, set measurable performance goals, and oversee pipeline health, forecasting, and revenue targets. The role also partners with Marketing, Sales Enablement, Product, and vendor teams to strengthen competitive positioning and acquisition strategies for Spotify’s audio, video, and programmatic advertising solutions. The position is based in New York, with office attendance requested two to three times per week and flexibility to work from home.

Requirements

10+ years of experience in digital media sales or related B2B industries.
5+ years leading, coaching, and developing high-performing sales teams.
Proven experience leading high-velocity, outbound-focused B2B sales teams.
A strong track record of driving net-new customer acquisition, building scalable prospecting strategies, and leading teams through the full sales cycle.
Ability to build a results-driven sales culture through disciplined pipeline management, measurable KPIs, hands-on coaching, and continuous performance improvement.
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 and 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 leadership skills and a commitment to developing talent, building strong teams, and partnering across functions.

Nice To Haves

Experience leading outbound-focused B2B sales teams in digital advertising, ad tech, SaaS, martech, or performance marketing.

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 an outbound-focused sales team responsible for prospecting, lead qualification, negotiation, and closing.
Build scalable prospecting strategies, outreach frameworks, and repeatable sales processes to 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 sales playbooks, vertical-specific narratives, and performance storytelling to help sellers engage prospective advertisers and convert opportunities into revenue.
Partner with Marketing, Sales Enablement, Product, and vendor teams to strengthen competitive positioning and acquisition strategies across audio, video, and programmatic advertising solutions.
Build relationships with agencies, brands, and senior decision-makers, identifying opportunities and developing 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 improve results.