Global Head of Sales Operations & Strategy at Spotify

New York, New York, United States

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Not SpecifiedCompensation

Expert & Leadership (9+ years)Experience Level

Full TimeJob Type

UnknownVisa

Advertising, Music Streaming, PodcastsIndustries

Requirements

15+ years of experience in Sales Operations, Revenue Operations, or Ad Operations in a global leadership role
Direct, hands-on experience from a major advertising platform, rooted in an auction-based, programmatic-first sales environment
Deep and technical understanding of auction dynamics, yield management, and programmatic advertising sales models
True systems-thinker who can architect scalable, global processes and simplify complex problems
Proven leader with experience hiring and developing high-performing, geographically-distributed teams
Deep expertise in building and scaling a global sales tech stack, with mastery of Salesforce and its surrounding ecosystem
Proven experience leading the global Annual Planning process (territories, quotas, headcount) for a large sales organization
Inquisitive, with strong executive presence, and ability to challenge the status quo effectively to drive change
Strong analytical and quantitative skills; ability to determine trends, interpret data, and propose solutions

Responsibilities

Lead, mentor, and scale the six pillars of the Sales Ops & Strategy organization: Global Strategy & Revenue Management, Data & Tooling, Global Ad Operations, Creative Ops, Tech Ops, and Global Pricing & Inventory
Act as the strategic right-hand to the Global Head of Advertising, owning the weekly SMM insights and driving the operational cadence for the global sales organization
Own the global sales forecasting cadence, holding leaders accountable for their forecasts and delivering high-level insights on sales pipeline, win/loss analysis, and conversion rates to the executive team
Partner with Finance to lead the Annual Planning process for the ad sales organization, including revenue targets, headcount modeling, market analysis, territory carving, and quota setting
Oversee the Global Pricing & Inventory team, providing strategic input on auction dynamics, yield management, and rate card strategy to maximize revenue
Own the global sales tech stack roadmap, driving the assessment, selection, implementation, and adoption of all tools (CRM, BI, lead gen, etc.) to enhance sales productivity
Drive global sales process standardization, engaging with regional leaders to identify and remove friction from the sales cycle (from lead-to-cash)
Lead the quarterly business review (QBR) process, owning the data and analysis required to measure performance and guide strategic planning
Partner with Marketing Ops on lead management and campaign tracking, and with Customer Success to build a seamless post-sale support infrastructure

Skills

Key technologies and capabilities for this role

Sales OperationsRevenue ManagementSales ForecastingData InsightsSales PlanningWin/Loss AnalysisPipeline ManagementAd OperationsPricing StrategyInventory ManagementStrategic PlanningLeadershipMentoringAnnual PlanningCommercial Operations

Questions & Answers

Common questions about this position

What experience level is required for this role?

You need 15+ years of experience in Sales Operations, Revenue Operations, or Ad Operations in a global leadership role.

What are the main responsibilities of the Global Head of Sales Operations & Strategy?

You will lead and scale the six pillars of the Sales Ops & Strategy organization, act as the strategic partner to the Global Head of Advertising, own global sales forecasting and planning, oversee pricing and inventory, manage the sales tech stack, and drive process standardization.

Is this a remote position or does it require office work?

This information is not specified in the job description.

What is the salary or compensation for this role?

This information is not specified in the job description.

What kind of leader is Spotify looking for in this role?

Spotify seeks a leader who challenges the status quo and has a proven track record of building world-class sales operations in a fast-growing, global, auction-based advertising business.

Spotify

Digital music streaming service with podcasts

About Spotify

Spotify provides a digital music streaming service that allows users to access millions of songs and podcasts from various artists and creators. Users can choose between a free plan, which includes advertisements, and a premium subscription that offers an ad-free experience along with features like offline listening and higher sound quality. This tiered model caters to different user preferences and budgets. Spotify generates revenue through subscription fees from premium users and advertising from the free tier. Unlike its competitors, Spotify stands out with its extensive music library, user-friendly interface, and personalized playlists. The company's goal is to connect listeners with a wide range of audio content while supporting artists and advertisers.

Stockholms kommun, SwedenHeadquarters

2006Year Founded

$2,004.2MTotal Funding

IPOCompany Stage

Consumer Software, EntertainmentIndustries

10,001+Employees

Benefits

Extensive learning opportunities, through our dedicated team, GreenHouse

Global parental leave, six months off - fully paid - for all new parents

Flexible public holidays, swap days off according to your values and beliefs

Flexible share incentives letting you choose how you share in our success

All The Feels, our employee assistance program and self-care hub

Spotify On Tour, join your colleagues on trips to industry festivals and events

Risks

Accidental display of adult content may harm Spotify's reputation.

Creating its own music to avoid royalties could lead to legal issues.

Layoffs may affect Spotify's operational efficiency and employee morale.

Differentiation

Spotify offers a vast library of music and podcasts globally.

The platform's user-friendly interface enhances user experience and engagement.

Spotify's personalized playlists cater to individual user preferences.

Upsides

Spotify's AI-powered Wrapped feature enhances user engagement and personalization.

Expansion into political podcasting taps into new audience segments.

Growing podcast popularity in Africa presents expansion opportunities for Spotify.

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