Client Partner, Emerging & Scaled - Spotify Interview Insights

I recently interviewed for the Client Partner, Emerging & Scaled role at Spotify, and I want to share a comprehensive overview of the interview process, the types of questions I faced, and some preparation tips. This role is within Spotify’s Ad Sales organization, where the focus is on managing client relationships and driving advertising revenue across emerging and scaled markets.

Interview Process Overview

The Spotify interview process for this role is thorough and multifaceted, with a focus on both your ability to drive sales and your fit within Spotify’s culture.

1. Recruiter Screening

The process started with an initial screening call from a recruiter. This was mostly a conversation about my background and why I was interested in the Client Partner role. The recruiter wanted to understand my experience in sales, digital advertising, and relationship management.

Key Focus Areas:

• Experience in managing relationships with clients, especially in digital media or advertising.
• Understanding of Spotify’s ad products and how they can be leveraged to meet client goals.
• Motivation for applying to Spotify and my passion for its products.

Example Questions:

• “Why do you want to work at Spotify?”
• “Tell me about your experience managing sales pipelines and exceeding targets.”

Tip: This is your chance to convey your passion for Spotify and the ad products they offer, especially if you have experience with audio or podcast advertising.

2. First Round Interview with Hiring Manager

The first real interview involved a conversation with the hiring manager. Here, the focus was on my sales experience, particularly consultative selling and managing client expectations. The manager was keen on understanding how I approach developing a sales strategy and managing high-value clients.

Key Focus Areas:

• Your ability to create and present sales strategies to clients.
• How you manage and prioritize client relationships, particularly in fast-growing markets.
• Experience working with data and insights to drive sales decisions.

Example Questions:

• “Describe a time when you created a sales strategy for a new market. How did you approach it?”
• “Tell me about a time you used data insights to drive a successful campaign for a client.”

Tip: Be ready with specific examples from your experience where you successfully drove business growth, particularly in complex or emerging markets. Use data and outcomes to illustrate your impact.

3. Case Study/Presentation

Next, I was asked to present a strategic pitch to a hypothetical client. The case study involved crafting a solution using Spotify’s advertising products, such as display ads, podcast ads, and audio formats, to meet a client’s marketing objectives.

Example Scenario:

“You’re presenting to a large retail client looking to improve their brand awareness. How would you pitch Spotify’s advertising solutions to them?”

Tip: This is where you’ll need to show your deep understanding of Spotify’s ad offerings and how they can be tailored to different client needs. Be sure to focus on Spotify’s unique strengths like podcast targeting, audience segmentation, and campaign optimization. You should structure your pitch around the client’s specific KPIs.

4. Behavioral Interview

After the case study, the next round was a behavioral interview. This stage assessed how I work within teams, manage challenges, and align with Spotify’s values, such as creativity, innovation, and collaboration.

Example Questions:

• “Tell me about a time when you had to manage a difficult client relationship. How did you handle it?”
• “How do you ensure collaboration between different teams (Sales, Marketing, Product) to deliver results for clients?”

Tip: Use the STAR method (Situation, Task, Action, Result) to answer behavioral questions. Be sure to highlight teamwork, adaptability, and how you solve problems effectively.

5. Final Interview with Leadership

The final interview typically involves senior leadership and focuses on cultural fit, leadership potential, and alignment with Spotify’s mission. This is also where your strategic thinking is put to the test.

Example Questions:

• “How do you build trust with clients who are hesitant about using Spotify’s advertising products?”
• “Spotify’s advertising team is constantly innovating. How would you stay ahead of trends and identify new opportunities for clients?”

Tip: At this stage, they are looking for someone who can think strategically, drive change, and represent Spotify’s values of creativity and innovation. Demonstrate how you stay proactive in learning about new trends and how you continuously strive to exceed client expectations.

Key Skills and Qualities They Look For:

• Sales Expertise: Proven ability to sell digital media solutions and drive revenue through client relationship management.
• Consultative Selling: Ability to build customized solutions for clients using Spotify’s ad products. This requires understanding client goals and aligning Spotify’s offerings to meet those objectives.
• Data-Driven Decision Making: Ability to use data and insights to inform sales strategies and optimize campaign performance.
• Collaboration: Spotify values collaboration across teams, so showing your ability to work with product, marketing, and data teams is essential.
• Multitasking & Pipeline Management: The role requires managing multiple client accounts and conversations simultaneously. Strong organizational skills and familiarity with CRM tools (e.g., Salesforce) are important.
• Cultural Fit: Spotify places a high value on cultural alignment. The ability to embody Spotify’s values—creativity, passion, collaboration—is key to succeeding in the interview process.

Example Interview Questions:

Behavioral:

• “Describe a time when you had to change your approach based on client feedback. How did you adapt?”
• “Tell me about a project where you had to lead a cross-functional team. What challenges did you face and how did you overcome them?”

Sales & Strategy:

• “How would you approach a client who has previously used another audio platform but is unsure about shifting their budget to Spotify?”
• “How do you ensure a client is fully maximizing Spotify’s ad products to meet their goals?”

Cultural Fit:

• “Spotify encourages creativity in problem-solving. Can you provide an example of when you applied creative thinking to a client’s challenge?”
• “Spotify operates in a fast-paced environment. How do you prioritize and manage competing client needs?”

Final Tips:

• Know Spotify’s Products: Be well-versed in Spotify’s entire ad product suite, especially podcast ads and programmatic solutions. Understand the unique selling points of these products and how they can be used to meet client KPIs.
• Leverage Data: Be prepared to discuss how you have used data in the past to inform your sales strategy and measure success. Spotify values a data-driven approach to sales.
• Showcase Your Sales Wins: Use specific examples of how you’ve exceeded sales targets and built successful client relationships in past roles. Highlight how your approach aligns with Spotify’s consultative selling model.
• Demonstrate Passion for Spotify: Spotify looks for candidates who are genuinely passionate about its products, mission, and values. Be authentic and enthusiastic during the interview.