Director of Sales, Emerging & Scaled (New Business)

Director of Sales, Emerging & Scaled (New Business) Join the Spotify Sales team as a Director of Sales, Emerging & Scaled (New Business) and build the relationships that help grow our business in existing markets and beyond. We don’t just sell creative solutions; we help 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), which is scaling rapidly across the US and Canada and 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. What You’ll Do 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. Who You Are You have a bachelor's degree or equivalent experience preferred. You have 10+ years of experience in the digital media space, 5+ years 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 aligned with Spotify's values and passionate about 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. Where You’ll Be This role is based in New York. We offer flexibility to work where you work best. You’ll meet in person in the New York office 2‑3 times per week but can work from home otherwise. The United States base range for this position is $137,999 – $197,142, plus equity, plus bonus or commission. Benefits include 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. Ranges may be modified in the future. Seniority level Director Employment type Full‑time Job function Advertising Spotify is an equal opportunity employer. You are welcome at Spotify for who you are, no matter where you come from, what you look like, or what’s playing in your headphones. Our platform is for everyone, and so is our workplace. The more voices we have represented and amplified in our business, the more we will all thrive, contribute, and be forward‑thinking! So bring us your personal experience, your perspectives, and your background. It’s in our differences that we will find the power to keep revolutionizing the way the world listens. At Spotify, we are passionate about inclusivity and making sure our entire recruitment process is accessible to everyone. We have ways to request reasonable accommodations during the interview process and help assist in what you need. If you need accommodations at any stage of the application or interview process, please let us know – we’re here to support you in any way we can. Spotify transformed music listening forever when we launched in 2008. Our mission is to unlock the potential of human creativity by giving a million creative artists the opportunity to live off their art and billions of fans the chance to enjoy and be passionate about these creators. Everything we do is driven by our love for music and podcasting. Today, we are the world’s most popular audio streaming subscription service. #J-18808-Ljbffr

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