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.