Director of Sales, Emerging & Scaled (New Business)

About the position Sell what you love. For us and millions of users across the globe, that’s Spotify. Join the Sales team and you’ll build the relationships that help grow our business in existing markets and beyond. We don’t just sell creative solutions to our clients and partners, we help to shape them; using our expert knowledge of ad products, sales channels and the industry to impact the way the world experiences music and podcasts. We are seeking an experienced Director of Sales (New Business) to join our Emerging & Scaled business team (E&S). The E&S business is scaling rapidly across the US and Canada, and we are investing in accelerating first-time advertiser growth. As part of our mission to help brands connect with fans through audio and video, we are expanding our New Business organization. As a Director of Sales (New Business), you will play a critical role in defining our acquisition strategy, building a high-performing outbound sales engine, and unlocking new categories across North America. Reporting to the E&S leadership, you will lead a growing team of sellers focused on net-new revenue and market expansion.

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

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