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Spotify

Director of Sales – Emerging & Scaled

Spotify

. Define and lead the New Business go-to-market strategy across the US and Canada .

Posted 10/23/2026full-timeNew York City • New York • United StatesLead💰 $137,999 - $197,142 per yearWebsite

Core Competencies

Role fit
Core Competencies

Use this summary to align your resume positioning with the role.

Demonstrates expertise in leading high-performing sales teams within digital advertising, focusing on net-new customer acquisition and pipeline management. Proficient in developing scalable prospecting strategies and fostering a results-driven sales culture through effective coaching and performance metrics.

Highest-signal resume keywords
Digital Media Sales ExperienceB2B Sales LeadershipPipeline ManagementSalesforce ProficiencyDigital Advertising Expertise

ATS Keywords

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Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills
Sales Cycle ManagementProspecting StrategiesCustomer AcquisitionPerformance ImprovementKPI DevelopmentSales ForecastingAdvertising TechnologyProgrammatic BuyingData-Driven SolutionsRevenue Target Achievement
Soft Skills
CoachingCollaborative LeadershipRelationship BuildingCommunicationInclusive Leadership
Tools & Technologies
Salesforce
Industry Keywords
Digital AdvertisingAd TechSaaSMartechPerformance Marketing

About the role

Key responsibilities & impact
  • Define and lead the New Business go-to-market strategy across the US and Canada
  • Expand Spotify's presence in new and underpenetrated advertiser categories
  • Lead, coach, and develop a high-performing, outbound-focused sales team
  • Drive the full sales cycle from prospecting and lead qualification through negotiation and closing
  • Build scalable prospecting strategies, outreach frameworks, and repeatable sales processes
  • Accelerate pipeline generation and first-time advertiser acquisition
  • Foster a results-driven sales culture through coaching, performance expectations, measurable KPIs, and pipeline management
  • Develop sales playbooks, vertical-specific narratives, and performance storytelling
  • Partner with Marketing, Sales Enablement, Product, and vendor teams
  • Strengthen competitive positioning and acquisition strategies across Spotify's audio, video, and programmatic advertising solutions
  • Build relationships with agencies, brands, and senior decision-makers
  • Identify new opportunities and turn 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
  • Report to E&S leadership

Requirements

What you’ll need
  • 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
  • Experience ideally within digital advertising, ad tech, SaaS, martech, or performance marketing
  • Strong track record of driving net-new customer acquisition
  • Experience building scalable prospecting strategies
  • Experience leading teams through the full sales cycle, from initial outreach to closed-won business
  • Experience with 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
  • Experience using pipeline metrics, conversion data, and sales forecasting
  • Ability to build trusted relationships with senior agency and brand decision-makers
  • Ability to communicate the value of advertising solutions
  • Inclusive, collaborative leadership and talent development

Benefits

Comp & perks
  • Equity
  • Bonus or commission
  • 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
  • Flexible work from home arrangements