Manager, Sales Operations and Strategy - North America

About the position Spotify is seeking a Manager to join our dynamic Spotify Ad Sales Operations & Strategy team! The focus of the Sales Ops team is to maximize business growth and performance by being the objective, trusted partner to the Sales Leadership. As a Manager on the North America Sales Ops & Strategy team, you will be responsible for leading the reporting, analysis and strategic planning to drive revenue growth in Spotify’s United States and Canadian markets. You will translate company strategy into executable business plans, design for maximum revenue impact, and deliver performance intelligence that informs leadership decision-making. You will have the ability to question the effectiveness of current processes/procedures in order to drive change to increase the efficiency of our sales team. This role will work closely with Sales & Sales Leaders, Product & Marketing, Business Operations and FP&A. You will use your strategic thinking and analytical skills to provide data driven insights, execute strategic initiatives and build/refine operational processes within the Spotify Ads business.

Responsibilities

• Translate company and Ads BU strategy into North America business plans, OKRs, and measurable initiatives that drive revenue growth and operational accountability.
• Track performance against strategic goals and ensure data-driven accountability across Sales and cross-functional stakeholders.
• Support executive priority initiatives that span Sales, Marketing, Product, and Operations.
• Lead go-to-market operationalization for new ad products, automation initiatives, and growth strategies by developing scalable sales frameworks (segmentation, customer tiering, GTM playbooks) and driving cross-functional execution across North America.
• Design and optimize territories, books of business, and capacity models to maximize coverage effectiveness and seller productivity (RPH), partnering with Sales Leadership and Finance on headcount strategy and investment tradeoffs to ensure disciplined resource allocation aligned to business priorities.
• Lead Weekly, Monthly, and Quarterly Business Reviews, delivering executive-ready insights on performance drivers, risks, opportunities, and external market dynamics.
• Drive in-quarter and annual “close-the-gap†strategies to achieve revenue targets, mobilizing cross-functional action plans to mitigate risk and unlock upside.

Requirements

• 6+ years of experience in Sales Operations, Revenue Strategy, Commercial Strategy, or Management Consulting within Digital Advertising.
• Proven experience in territory design, capacity planning and GTM operationalization
• You are a strategic thinker who connects day-to-day execution to long-term business shifts
• You have experience working in Salesforce CRM Analytics (or another BI tool) connecting to multiple data sources and creating reports and dashboards. Experience with SQL preferred
• You have experience working with CRM systems (preferably Salesforce) and the overall sales stack of tools that drive productivity
• Demonstrated curiosity and comfort leveraging AI and automation tools to enhance operational rigor, reporting efficiency, and insight generation.
• You have strong analytical and quantitative skills; ability to determine trends and propose solutions.
• You have experience working in high-growth, matrixed, cross-functional environments.
• You have excellent collaboration skills working with multiple departments and individuals to reach common solutions that serve revenue growth
• You have a high ownership mindset with strong accountability orientation
• You are comfortable challenging the status quo and driving structured change.
• You have a Bachelor’s Degree or higher from a leading College or University

Nice-to-haves

• Experience at a top-tier consulting firm (strategy, operations, or transformation focus) is a plus.

Benefits

• health insurance
• six month paid parental leave
• 401(k) retirement plan
• monthly meal allowance
• 23 paid days off
• 13 paid flexible holidays
• paid sick leave

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