Director of Sales, Emerging & Scaled (Southern Europe)

Sell what you love. For us and millions of users across the globe, that’s Spotify. Join the Sales team and you’ll build the relationships that help grow our business in existing markets and beyond. We don’t just sell creative solutions to our clients and partners, we help to shape them; using our expert knowledge of ad products, sales channels and the industry to impact the way the world experiences music and podcasts. We are seeking an experienced Director of Sales to join our Emerging & Scaled business team (E&S). The E&S team focuses on serving mid and small-sized and news businesses with our advertising solutions, helping them reach their audience and achieve their marketing goals on the Spotify platform. As a Director of Sales for the E&S business, you will play a pivotal role in developing and expanding our presence across Southern Europe (France, Italy, Spain). You will lead a team of Client Partners, working closely with them to drive growth, build client relationships, and deliver exceptional results. Reporting to the Head of E&S Europe, you will be responsible for crafting and implementing a strategic go-to-market plan tailored to the unique needs of E&S clients across Southern Europe, with a particular focus on building and scaling our New Business motion in the region. We want someone who loves our product, knows the Southern European ad market, clients and agency landscape, can build creative, long-term consultative solutions, and lead, motivate, operationalize, and grow a sales team. You should be confident without being arrogant, and hardworking while still knowing how to have fun. What You'll Do Take ownership of the growth strategy for the E&S business across Southern Europe, staying informed about regional trends and effectively communicating these insights to your team. Lead and manage a team of Client Partners across France, Italy, and Spain, providing coaching, development, and setting revenue quotas and critical metrics to ensure team success. Define and drive the New Business go-to-market strategy for Southern Europe, building a disciplined prospecting culture and scalable acquisition motions aligned to the global E&S SDR model. Oversee pipeline health, lead-flow visibility, and new business performance, partnering with SDR resources (current and future) to build a repeatable top-of-funnel engine for the region. Build and nurture strong relationships with key E&S clients and agency partners across Southern Europe, serving as the senior point of contact and ensuring client satisfaction. Co-own strategic account plans for Tier 1 advertisers with Client Partners, lead or support high-stakes pitches, negotiations, and renewals. Identify advertisers with potential to graduate into Tier 1 and coach Client Partners to scale budgets structurally across the funnel. Drive adoption of Spotify Ads Manager, biddable buying, multi-format campaigns, and performance-led objectives. Set the expectation that audio-only is not the default. Develop and implement measurement strategies based on key performance indicators to drive success and demonstrate the value of our advertising solutions. Determine individual quotas and account lists for your team in collaboration with Sales Operations, optimizing resource allocation. Maintain expertise in Spotify’s advertising products and developments, identifying cross-selling opportunities aligned with customer business goals. Conduct independent market analysis to identify, prioritize, and secure business opportunities based on the dynamics and customer strategies specific to Southern Europe. Own reporting and manage cross-functional partnerships for your region, ensuring transparency and accountability with Sales Ops, Product, Measurement, and Marketing. Represent Spotify at key industry events and thought leadership moments across Southern European markets. Foster a culture of knowledge sharing, disseminating best practices and outstanding work across the team and the broader organization. Be brilliant at the basics. Manage pipeline, revenue forecasts, and sales activity using Salesforce for maximum efficiency and visibility. Who You Are You have a Bachelor’s degree or equivalent experience. You have 10+ years of experience in the digital media space in Southern Europe, with 5+ years managing a sales team. You have a proven track record of building outbound strategies, driving pipeline growth, and scaling first-time advertiser adoption. Experience in New Business or acquisition-focused teams is strongly preferred. You have proven ability to lead meetings with multiple senior partners. You have pre-existing strong relationships with marketers, clients, and agency decision-makers across Southern European markets. You have extensive knowledge of performance marketing, including industry trends, measurement, attribution, and competitive product knowledge. You have deep knowledge of digital advertising buying and ad tech platforms, across direct and programmatic environments. You have excellent communication, presentation, and negotiation skills, with the ability to build trust with C-level clients by understanding their business needs. You have competency in hiring, team building, and mentorship. You are highly motivated, entrepreneurial, energetic, and willing to thrive in a high-growth organization. Fluent English and Spanish is required. Proficiency in another Southern European language is a strong plus. You are aligned with Spotify’s values and have a passion for Spotify products and marketing. Please apply with a CV in English. Where You'll Be This role will be based in Madrid 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. We ask that you come in 2-3 times per week and are open to periodic travel across Southern Europe for client meetings, events, and team collaboration. Spotify is an equal opportunity employer. You are welcome at Spotify for who you are, no matter where you come from, what you look like, or what’s playing in your headphones. Our platform is for everyone, and so is our workplace. The more voices we have represented and amplified in our business, the more we will all thrive, contribute, and be forward-thinking! So bring us your personal experience, your perspectives, and your background. It’s in our differences that we will find the power to keep revolutionizing the way the world listens. At Spotify, we are passionate about inclusivity and making sure our entire recruitment process is accessible to everyone. We have ways to request reasonable accommodations during the interview process and help assist in what you need. If you need accommodations at any stage of the application or interview process, please let us know - we’re here to support you in any way we can.