Director of Sales - Emerging & Scaled (New Business)

Spotify•New York, NY

17d•Hybrid

About The Position

Spotify is seeking a Director of Sales to lead New Business acquisition strategy for its Emerging & Scaled business across the United States and Canada. The role leads and develops an outbound-focused sales team, overseeing the full sales cycle from prospecting through closing. The Director will shape scalable acquisition strategies, strengthen pipeline generation, establish a results-driven sales culture, and drive sustainable net-new revenue growth by reaching new and underpenetrated advertiser categories. The position is based in New York, with an expectation to work from the New York office two to three times per week. The role allows flexibility to work from home, with some in-person meetings. The United States base salary range is $137,999–$197,142, plus equity and bonus or commission. Spotify states that ranges may be modified in the future. Hiring decisions are ultimately made by humans, although AI tools may support parts of the hiring process.

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.
Strong track record of driving net-new customer acquisition, building scalable prospecting strategies, and leading teams through the full sales cycle.
Experience building 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 style, with an interest in developing talent, building strong teams, and partnering across functions.
The ability to work from the New York office two to three times per week.

Nice To Haves

Experience 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 the full sales cycle, from prospecting and lead qualification through 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 develop acquisition strategies across Spotify's audio, video, and programmatic advertising solutions.
Build relationships with agencies, brands, and senior decision-makers, identify new opportunities, and develop first-time advertisers into long-term partners.
Own net-new revenue targets, pipeline health, forecasting accuracy, and sales performance; use Salesforce and data-driven insights to identify opportunities and improve results.