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