Hybrid Global Head of Sales Operations – Strategy

at Spotify

• Job title: Global Head of Sales Operations – Strategy
• Job type: Full Time
• Experience level: Lead
• Salary: $254,193 - $363,133 per year
• Degree requirement: Bachelor's Degree
• Location requirements: Hybrid, New York City, United States

About the role

• Global Head of Sales Operations & Strategy for Spotify, managing sales infrastructure and driving revenue growth in advertising. Lead operations strategies and oversee six key sales pillars to boost productivity.

Responsibilities

• Lead, mentor, and scale the six pillars of the Sales Ops & Strategy organization
• Act as the strategic right-hand to the Global Head of Advertising, owning the weekly SMM insights and driving the operational cadence for the global sales organization.
• Own the global sales forecasting cadence, holding leaders accountable for their forecasts and delivering high-level insights on sales pipeline, win/loss analysis, and conversion rates to the executive team.
• Partner with Finance to lead the Annual Planning process for the ad sales organization, including revenue targets, headcount modeling, market analysis, territory carving, and quota setting.
• Oversee the Global Pricing & Inventory team, providing strategic input on auction dynamics, yield management, and rate card strategy to maximize revenue.
• Own the global sales tech stack roadmap, driving the assessment, selection, implementation, and adoption of all tools (CRM, BI, lead gen, etc.) to enhance sales productivity.
• Drive global sales process standardization, engaging with regional leaders to identify and remove friction from the sales cycle (from lead-to-cash).
• Lead the quarterly business review (QBR) process, owning the data and analysis required to measure performance and guide strategic planning.
• Partner with Marketing Ops on lead management and campaign tracking, and with Customer Success to build a seamless post-sale support infrastructure.

Requirements

• 15+ years of experience in Sales Operations, Revenue Operations, or Ad Operations in a global leadership role.
• direct, hands-on experience from a major advertising platform.
• deep and technical understanding of auction dynamics, yield management, and programmatic advertising sales models.
• true systems-thinker who can architect scalable, global processes and simplify complex problems.
• proven leader with experience hiring and developing high-performing, geographically-distributed teams.
• Deep expertise in building and scaling a global sales tech stack, with mastery of Salesforce and its surrounding ecosystem.
• Proven experience leading the global Annual Planning process (territories, quotas, headcount) for a large sales organization.
• inquisitive, strong executive presence, and can challenge the status quo effectively to drive change.
• strong analytical and quantitative skills; ability to determine trends, interpret data, and propose solutions.
• Bachelor's Degree; an MBA or equivalent is preferred.

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