Account Director, New Business - Data Licensing

The Opportunity:

Shutterstock’s Data Licensing business continues to grow rapidly across AI, enterprise technology, and developer ecosystems. To support this momentum, we are hiring an exceptional Account Director, Expansion to nurture, strengthen, and grow our portfolio of existing customer relationships.

This role focuses on expanding revenue within assigned accounts by identifying new opportunities, developing deep cross-functional relationships, and selling additional data licensing solutions, custom content services, and studio or annotation projects. Unlike new business acquisition, this role is centered on long-term relationship development and strategic account growth. The ideal candidate is a strong commercial thinker with exceptional client skills, a passion for solution selling, and a proven ability to grow accounts through trust, insight, and value delivery.

The Day to Day:

• Own a portfolio of existing customers and develop comprehensive account strategies to achieve revenue growth and retention targets.

• Partner closely with the New Business team to ensure seamless handoff of newly closed accounts, establishing strong foundations for expansion.

• Build multi-threaded relationships across business, product, data science, engineering, and procurement stakeholders.

• Proactively identify opportunities to upsell and cross-sell Shutterstock’s data licensing products, including datasets, APIs, studio/custom content, labeling/annotation services, and model training solutions.

• Develop tailored proposals and business cases that align Shutterstock’s capabilities with customer needs and long-term roadmaps.

• Lead commercial negotiations for renewals, expansions, and multi-year commitments.
  Collaborate with Product, Operations, Studio, and Legal teams to scope solutions, resolve challenges, and deliver high-quality customer experiences.

• Maintain accurate pipeline management, forecasting, and CRM discipline within Salesforce.

• Serve as the voice of the customer internally—capturing market insights, identifying product gaps, and informing future roadmap development.

What You’ll Bring to the Role:

• 8–10 years of experience in account management, enterprise sales, client success, or data/AI licensing roles, with a strong emphasis on expanding existing accounts.

• Demonstrated track record of driving revenue growth, upsells, and renewals within complex global organizations.

• Skilled in relationship development, executive engagement, and multi-threaded stakeholder management.

• Experience selling data solutions, APIs, AI/ML training services, or enterprise SaaS offerings preferred.

• Strong commercial acumen with experience structuring expansions, renewals, and custom projects.

• Comfortable navigating ambiguity and collaborating closely with cross-functional teams across regions and time zones.

• Proficient with Salesforce and modern GTM systems.

• Excellent communicator, negotiator, and storyteller who can articulate value clearly and persuasively.

• BA/BS required.

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.

The base salary pay range is below:

• $130k-$150k per year in New York.

Note: In addition to base salary, the role is eligible for an uncapped incentive opportunity, calculated as a percentage of sales closed, providing significant potential upside. Compensation plans are reviewed annually and may be subject to change.

#LI-SQ1

#LI-Hybrid

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.

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,

[email protected]

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