Hybrid Director of Sales – Scaled Vendor Sales

at Spotify

• Job title: Director of Sales – Scaled Vendor Sales
• 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 Scaled Sales & Vendor Operations leading vendor ecosystem for Spotify's Emerging and Scaled Sales. Defining vision and driving revenue opportunities at global scale.

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.

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.

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