Director of Sales

Logistics, Sales & Operations · Sales & Business Development · Enterprise Sales · Sales Management

In short

Spotify is seeking an experienced Director of Sales to lead its New Business acquisition strategy across North America. You will manage and develop a high-performing outbound sales team, driving the full sales cycle and fostering a results-driven sales culture. This role is crucial for unlocking new advertiser categories and achieving sustainable net-new revenue growth.

Responsibilities

Define and lead the New Business go-to-market strategy across the US and Canada.
Expand 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.
Build scalable prospecting strategies, outreach frameworks, and repeatable sales processes.
Foster a results-driven sales culture through hands-on coaching and clear performance expectations.
Develop and implement sales playbooks and vertical-specific narratives.
Partner with Marketing, Sales Enablement, Product, and vendor teams to strengthen competitive positioning.
Build relationships with agencies, brands, and senior decision-makers.
Own net-new revenue targets, pipeline health, forecasting accuracy, and sales performance.

Requirements

10+ years of experience in digital media sales or related B2B industries.
5+ years leading, coaching, and developing high-performing sales teams.
Proven experience leading high-velocity, outbound-focused B2B sales teams.
Strong track record of driving net-new customer acquisition.
Experience building scalable prospecting strategies and leading teams through the full sales cycle.
Knowledge of building a results-driven sales culture through disciplined pipeline management and measurable KPIs.
Deep understanding of digital advertising, including direct and programmatic buying, measurement, ad tech, and data-driven solutions.
Experience setting and delivering ambitious new-business revenue targets.
Ability to build trusted relationships with senior agency and brand decision-makers.
Inclusive, collaborative leader who enjoys developing talent and building strong teams.

Benefits

The United States base range for this position is $137,999 - $197,142.
Equity
Bonus or commission
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
Extensive learning opportunities, through our dedicated team, GreenHouse.
Flexible share incentives
All The Feels, our employee assistance program and self-care hub.
Flexible public holidays

Skills

SalesforceDigital Media SalesB2B SalesProgrammatic AdvertisingAdvertising Technology

#Sales#Ad Sales#New Business

About Spotify

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 opportunity to enjoy and be inspired by it. Spotify transformed music listening forever when it launched in Sweden in 2008. Discover, manage and share over 70m tracks for free, or upgrade to Spotify Premium to access exclusive features including offline mode, improved sound quality, and an ad-free music listening experience. Today, Spotify is the most popular global audio streaming service with 365m users, including 165m subscribers…

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