Spotify's Emerging & Scaled (E&S) business is growing rapidly across the US and Canada, investing in accelerating first-time advertiser growth.
Responsibilities
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.
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.
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 using Salesforce and data-driven insights.
Requirements
10+ years of experience in digital media sales or related B2B industries, including 5+ years leading and developing high-performing sales teams.
Proven experience leading high-velocity, outbound-focused B2B sales teams, ideally in digital advertising, ad tech, SaaS, martech, or performance marketing.
Strong track record of driving net-new customer acquisition and scalable prospecting strategies.
Deep understanding of digital advertising, including direct and programmatic buying, measurement, advertising technology, and data-driven solutions.
Experience setting and delivering ambitious new-business revenue targets using pipeline metrics, conversion data, and sales forecasting.
Strong relationship-building with senior agency and brand decision-makers.
Inclusive, collaborative leadership style.
Conditions
Based in New York; expected in the New York office 2-3 times per week.
Flexibility to work from home with some in-person meetings.