Hybrid Director of Sales, Emerging & Scaled

at Spotify

• Job title: Director of Sales, Emerging & Scaled
• Job type: Full Time
• Experience level: Lead
• Salary: $137,999 - $197,142 per year
• Degree requirement: Bachelor's Degree
• Location requirements: Hybrid, New York City, United States

About the role

• Director of Sales leading new business efforts for Spotify in North America. Focusing on building relationships with agencies and brands for audio and video advertising solutions.

Responsibilities

• Define and evolve the New Business go-to-market strategy across the US and Canada, ensuring Spotify grows its footprint across under-penetrated verticals.
• Lead, coach, and inspire a high-performing sales team focused on outbound excellence, pipeline acceleration, and first-time advertiser conversion.
• Build a disciplined prospecting culture, guiding your team to identify, qualify, and convert new advertisers into long-term partners.
• Develop and operationalize scalable acquisition strategies, including outreach frameworks, vertical narratives, performance storytelling, and new business playbooks.
• Manage and grow a portfolio of new business accounts, uncovering scalable entry points across audio, video, and programmatic solutions.
• Collaborate closely with Marketing, Vendor team, Sales Enablement and Product to develop competitive positioning, pitch materials, and high-converting narratives.
• Cultivate and deepen relationships with agencies, brands, and emerging decision-makers across North America.
• Represent Spotify at key industry events and new business summits to elevate awareness and generate qualified demand.
• Oversee pipeline health, forecasting, and lead-flow visibility using Salesforce and internal tools.
• Partner with cross-functional teams to build data-backed pitches that articulate compelling return on investment for prospective advertisers.
• Monitor marketplace shifts, competitor activity, and advertiser pain points to continuously refine Spotify’s new business strategy.
• Own revenue and pipeline-generation goals, ensuring the team meets quarterly net-new revenue targets, outbound activity benchmarks, and advertiser onboarding milestones.

Requirements

• You have a Bachelor's degree or equivalent experience is preferred.
• You have 10+ years of experience in the digital media space, 5+ years in managing a team. Ideally within New Business or acquisition-focused teams.
• You have a proven track record in building outbound strategies, driving pipeline growth, and accelerating first-time advertiser adoption in the US.
• You have deep knowledge of North America’s digital advertising ecosystem across direct, programmatic, measurement, ad tech, and data.
• You have proven ability to lead meetings with multiple senior partners.
• You bring a robust network of agency and brand-direct decision-makers, with the ability to build relationships from scratch.
• You are in alignment with Spotify's values and a passion for Spotify products and marketing.
• You have excellent communication and presentation skills, with the ability to build trust with C-level clients by understanding their business needs.
• You have deep knowledge of digital advertising buying and ad tech platforms.
• You have competency in hiring, team building, and mentorship.

Benefits

• 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