Director, Sales Development - Data Licensing

The Opportunity:

Shutterstock's Data Licensing division is at the forefront of the company's evolution - powering the next generation of AI model training, creative automation, and data-driven innovation. We license large-scale, high-quality datasets to leading technology companies and research organizations, helping them train safer, more performant, and ethically sourced AI systems.

We're seeking an experienced Sales Development leader to build and lead a world-class Sales Development Representative (SDR) function that supports our global Data Licensing team. This leader will develop scalable outbound prospecting strategies, coach SDRs to excellence, and build the operational foundation for a predictable, high-performing pipeline engine.

The ideal candidate is a data-driven sales leader with deep experience managing high-performing SDR teams, a proven ability to design go-to-market processes, and a passion for leading from the front in a fast-paced, high-growth environment.

The Day to Day:

Team Leadership & Development

• Recruit, onboard, and manage a team of SDRs focused on enterprise and startup accounts across AI, data, and technology verticals.

• Define team structure, quotas, and territories in close alignment with global account executives and regional sales leads.

• Coach SDRs on outreach strategy, objection handling, qualification methodology, and pipeline generation best practices.

• Build a performance-driven culture grounded in accountability, learning, and collaboration.

Go-to-Market Strategy

• Partner with Sales, Marketing, and Product leadership to develop outbound messaging and target segmentation strategies.

• Oversee multichannel prospecting campaigns using email, LinkedIn, events, and intent-based marketing to drive qualified opportunities.

• Align the SDR function with the broader Data Licensing go-to-market plan, ensuring consistent brand and product positioning.

Operational Excellence

• Design and implement scalable processes for lead routing, territory management, and reporting.

• Work with Revenue Operations to define KPIs, build dashboards, and track funnel conversion metrics.

• Manage CRM discipline and ensure clean, accurate data in Salesforce and associated sales tech stack (e.g., Outreach, ZoomInfo, LinkedIn Sales Navigator).

• Experiment with new tools, AI assistants, and automation strategies to enhance SDR productivity.

Cross-Functional Collaboration

• Partner with Product Marketing to refine messaging and value propositions for data licensing and model training datasets.

• Collaborate with the Global Sales team to ensure seamless handoff between SDRs and Account Executives.

• Provide structured feedback loops to leadership on market trends, competitive insights, and customer pain points uncovered during prospecting.

What You'll Bring to the Role:

• 8-10 years of experience in sales or business development, with at least 4 years managing SDR or inside sales teams.

• Proven track record of building and scaling high-performing SDR organizations in a B2B technology, SaaS, or data licensing environment.

• Deep understanding of modern sales tech stacks, CRM systems, and pipeline metrics.

• Strategic thinker who can balance long-term planning with hands-on execution.

• Excellent communicator with a passion for coaching and developing talent.

• Experience supporting global teams and enterprise-level selling motions is a plus.

• Bachelor's degree required; MBA or equivalent experience preferred.

Why Shutterstock:

• You have a direct impact on the success of the company. Your work matters and is essential to the evolution of our growing AI Business.

• Executive leadership cares personally. They prioritize growth and planning your career path with your goals and passions in mind.

• Flexibility to work between home and office with everything you need to be successful in both

• A generous and competitive benefits package.

Shutterstock connects diverse artists and creative professionals around the globe with the agencies, brands and people who need their work and services. It's a place where creators come to be inspired and discover new ways to produce their best work.

Shutterstock enables its employees to drive culture and tap into the world around them to develop the toolbox and solutions that help others share their world views. At Shutterstock, your ideas will be welcomed, your uniqueness will be celebrated, and you will be supported in presenting your view of the world as you experience it. We're champions of resiliency; quickly learning from our shortcomings in our pursuit of continuous growth.

Diverse teams are critical to our success. We encourage people from different backgrounds to apply and we commit to creating and maintaining a culture where employees know they belong and have equal opportunities to succeed.

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At Shutterstock, we are committed to providing competitive pay and benefits that are in line with industry standards. The compensation package offered may vary depending on employment experience, skills, and knowledge. You may also be eligible for our generous benefits package including health, wellness and financial benefits. Compensation ranges for candidates in locations outside of the location(s) below may differ based on the cost of labor, market, and additional factors.

The pay range for this position is below:

Note: Commission-eligible roles are expressed as on-target earnings (base and commission). Non-commission roles are expressed as base salary only but are also eligible for annual incentives.

Shutterstock Values

We are one team collectively focused on creating an unrivaled experience for our Customers and Contributors. Our Values represent the mindset of the employee who will thrive at Shutterstock. If you are passionate about what you do, and want to become part of a cutting-edge technology company building industry leading products, please apply.

Shutterstock is an Equal Opportunity Employer. Suitably qualified and eligible candidates are encouraged to apply regardless of age, color, disability, national origin, ancestry, race, religion, gender, sexual orientation, gender identity and/or expression, veteran status, genetic information, or any other status protected by applicable law.

Shutterstock ensures that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. Persons with disabilities who anticipate needing accommodations for any part of the application process may contact, in confidence, accommodation_request@shutterstock.com.

The referenced salary range is based on the Company's good faith belief at the time of posting. Actual compensation may vary based on factors such as geographic location, work experience, market conditions, education/training and skill level.