Director of Sales - Emerging & Scaled (New Business)

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. Who You Are • You have 10+ years of experience in digital media sales or related B2B industries, including 5+ years leading, coaching, and developing high-performing sales teams. • You have proven experience leading high-velocity, outbound-focused B2B sales teams, ideally within digital advertising, ad tech, SaaS, martech, or performance marketing. • You have a strong track record of driving net-new customer acquisition, building scalable prospecting strategies, and leading teams through the full sales cycle, from initial outreach to closed-won business. • You know how to build a results-driven sales culture through disciplined pipeline management, measurable KPIs, hands-on coaching, and continuous performance improvement. • You have a deep understanding of digital advertising, including direct and programmatic buying, measurement, advertising technology, and data-driven solutions. • You have experience setting and delivering ambitious new-business revenue targets, using pipeline metrics, conversion data, and sales forecasting to guide decisions and improve performance. • You know how to build trusted relationships with senior agency and brand decision-makers, understand their business challenges, and communicate the value of advertising solutions. • You are an inclusive, collaborative leader who enjoys developing talent, building strong teams, and partnering across functions to achieve shared goals. Where You'll Be • This role is based in New York • We ask that you come into the New York office 2-3 times per week. • We offer you the flexibility to work where you work best! There will be some in person meetings, but still allows for flexibility to work from home.