Global Head of Sales Operations & Strategy

About the position Spotify is seeking a Global Head of Sales Operations & Strategy to join our dynamic Global Advertising team. This leader will be the strategic partner to the Global Head of Advertising, responsible for designing, building, and scaling the entire global sales infrastructure to drive revenue growth. You will be responsible for setting the global strategy and overseeing the six key pillars of our sales engine: Global Strategy & Revenue Management, Data & Tooling, Global Ad Operations, Creative Ops, Tech Ops, and Global Pricing & Inventory. This executive role is not just about managing processes, but designing the future-state systems that unlock sales productivity. You will be responsible for our global sales planning, forecasting, data insights, and commercial operations. We are looking for a leader who challenges the status quo and has a proven track record of building world-class sales operations in a fast-growing, global, auction-based advertising business.

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

• You have 15+ years of experience in Sales Operations, Revenue Operations, or Ad Operations in a global leadership role.
• Crucially, you have direct, hands-on experience from a major advertising platform. Your background is rooted in an auction-based, programmatic-first sales environment.
• You have a deep and technical understanding of auction dynamics, yield management, and programmatic advertising sales models.
• You are a true systems-thinker who can architect scalable, global processes and simplify complex problems.
• You are a 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.
• You are inquisitive, have strong executive presence, and can challenge the status quo effectively to drive change.
• You have strong analytical and quantitative skills; ability to determine trends, interpret data, and propose solutions.
• You have a Bachelor’s Degree Nice-to-haves
• 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 Apply tot his job

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