Senior Director, Global Head of Expansion

Shutterstock•New York City, NY

5d•Hybrid

About The Position

Shutterstock’s Data Licensing division is driving the next wave of company growth by powering AI model training, content intelligence, and data-driven innovation for some of the world’s largest and most sophisticated technology companies. About the opportunity: As our customer base continues to grow, we are looking for an exceptional Senior Director, Global Head of Expansion to lead the team responsible for retaining and growing Shutterstock’s most strategic Data Licensing relationships globally. This leader will own the strategy for expanding revenue across a portfolio of large, complex enterprise customers spanning multiple business units, product teams, geographies, and use cases. The mandate goes well beyond account management: deeply penetrate our customers, uncover new opportunities, build executive relationships, and establish Shutterstock as a long-term strategic data partner. The ideal candidate is a world-class enterprise sales leader who knows how to navigate complex global organizations, identify whitespace, build relationships across multiple levels and functions, and turn initial customer relationships into broad, durable, multi-year partnerships. This is a senior, highly visible leadership role responsible for building the strategy, operating model, and team that will maximize the long-term value of Shutterstock’s Data Licensing customer base.

Requirements

12+ years of experience in enterprise sales, strategic accounts, business development, or strategic partnerships, including significant experience with large, complex global organizations.
5+ years of leadership and people-management experience, ideally leading enterprise or strategic account teams.
Highly commercially driven and energized by owning a significant revenue quota, with a track record of delivering millions in annual growth and a strong personal orientation toward closing business and exceeding revenue targets.
Proven success growing large enterprise accounts, expanding relationships beyond initial products or use cases, and consistently delivering against significant revenue targets.
Demonstrated expertise navigating complex organizations, identifying whitespace, multi-threading relationships, and developing multi-year account growth strategies.
Experience leading sophisticated enterprise negotiations involving large contract values, multiple stakeholders, complex commercial structures, and long sales cycles.
Strong commercial instincts and executive presence, with the ability to build trusted senior-level relationships while balancing customer partnership, revenue growth, and long-term value creation.
Experience developing high-performing enterprise sellers, supported by strong forecasting, pipeline management, account planning, and operating discipline.
Experience in enterprise technology, cloud infrastructure, SaaS, AI, data, or related technology environments preferred, with strong curiosity about the evolving AI and data ecosystem.

Responsibilities

Own the global strategy and revenue targets for retention, growth, and expansion across Shutterstock’s existing Data Licensing customers.
Lead, coach, and develop a high-performing global team responsible for some of the world’s largest and most strategically important technology and enterprise accounts.
Develop multi-year account strategies that identify whitespace and expand relationships across business units, product teams, geographies, and use cases.
Build a repeatable, disciplined expansion methodology encompassing account planning, stakeholder mapping, pipeline management, forecasting, executive engagement, and deal inspection.
Establish deep, multi-threaded relationships across customer organizations and serve as an executive sponsor for Shutterstock’s most strategic Data Licensing partnerships.
Lead complex renewals, expansions, negotiations, and multi-year agreements while identifying opportunities for new datasets, products, licensing structures, use cases, and strategic partnerships.
Partner with the New Business team to seamlessly transition newly acquired strategic accounts and establish clear expansion plans from day one.
Collaborate across Product, Legal, Finance, Operations, and other teams to solve customer needs, unlock incremental revenue, and bring insights back into Shutterstock’s product and commercial strategy.