🕒 yesterday
Own relationships with an established client base while developing nationwide corporate 401(k) business, guiding prospects through the sales cycle and helping clients and participants meet their financial goals.
Director of Sales - Emerging & Scaled (New Business)
🔥 21 hours ago
Digital Media SalesB2B SalesOutbound SalesNew-business Acquisition
📜 Description
- Define and lead go-to-market strategy across the US and Canada, expanding into new and underpenetrated advertiser categories.
- Lead, coach, and develop an outbound-focused sales team across the full sales cycle, from prospecting through negotiation and closing.
- Build scalable prospecting strategies, outreach frameworks, repeatable processes, and sales playbooks to grow pipeline and acquire first-time advertisers.
- Set performance expectations and KPIs, coach sellers, and manage pipeline discipline and forecasting.
- Partner with Marketing, Sales Enablement, Product, and vendors to strengthen positioning for audio, video, and programmatic advertising solutions.
- Build agency and brand relationships, own net-new revenue targets, and use Salesforce and data insights to improve sales performance.
🛠️ Requirements
- 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.
Full job description
Spotify's Emerging & Scaled (E&S) business is growing rapidly across the US and Canada, and we're investing in accelerating first-time advertiser growth. As part of our mission to help brands connect with fans through audio and video, we're expanding our New Business organization.
We're looking for an experienced Director of Sales to lead our New Business acquisition strategy across North America. In this role, you'll lead and develop a high-performing, outbound-focused sales team, driving the full sales cycle from prospecting through closing. Reporting to E&S leadership, you'll shape scalable acquisition strategies, strengthen pipeline generation, and create a results-driven sales culture through hands-on coaching and measurable performance goals. You'll play a key role in unlocking new advertiser categories and driving sustainable net-new revenue growth.
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Who You Are
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