Director, Sales Development - Data Licensing

Shutterstock•New York City, NY

4d•Hybrid

About The Position

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.

Requirements

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.
Bachelor’s degree required

Nice To Haves

Experience supporting global teams and enterprise-level selling motions is a plus.
MBA or equivalent experience preferred.

Responsibilities

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.

Benefits

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.

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