Director of Sales - Emerging & Scaled (New Business)

Spotify's Emerging & Scaled (E&S) business is growing rapidly across the US and Canada, and we're investing in accelerating first-time advertiser growth. As part of our mission to help brands connect with fans through audio and video, we're expanding our New Business organization.

We're looking for an experienced Director of Sales to lead our New Business acquisition strategy across North America. In this role, you'll lead and develop a high-performing, outbound-focused sales team, driving the full sales cycle from prospecting through closing. Reporting to E&S leadership, you'll shape scalable acquisition strategies, strengthen pipeline generation, and create a results-driven sales culture through hands-on coaching and measurable performance goals. You'll play a key role in unlocking new advertiser categories and driving sustainable net-new revenue growth.

What You'll Do

• Define and lead the New Business go-to-market strategy across the US and Canada, expanding Spotify's presence in new and underpenetrated advertiser categories.
• Lead, coach, and develop a high-performing, outbound-focused sales team responsible for the full sales cycle, from prospecting and lead qualification through negotiation and closing.
• Build scalable prospecting strategies, outreach frameworks, and repeatable sales processes that accelerate pipeline generation and first-time advertiser acquisition.
• Foster a results-driven sales culture through hands-on coaching, clear performance expectations, measurable KPIs, and disciplined pipeline management.
• Develop and implement sales playbooks, vertical-specific narratives, and performance storytelling that help sellers engage prospective advertisers and convert opportunities into revenue.
• Partner with Marketing, Sales Enablement, Product, and vendor teams to strengthen competitive positioning and develop effective acquisition strategies across Spotify's audio, video, and programmatic advertising solutions.
• Build relationships with agencies, brands, and senior decision-makers, identifying new opportunities and turning first-time advertisers into long-term partners.
• Own net-new revenue targets, pipeline health, forecasting accuracy, and sales performance, using Salesforce and data-driven insights to identify opportunities and continuously improve results.

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