The Challenge
Shutterstock is building out a new Data Licensing and AI Services business and needs a seasoned marketing leader to own the go-to-market strategy from the ground up. You'll drive awareness, lead generation, and customer acquisition across multiple segments in a fast-moving AI/ML market.
Your Mission
Define and present comprehensive GTM strategy for Data Licensing and AI Services business to leadership with addressable market analysis, competitive positioning, and initial 12-month roadmap
Establish marketing team structure, processes, and tech stack; onboard core team members and align with Revenue Lead on shared KPIs and bookings targets
Launch 2-3 high-impact awareness campaigns (content, partnerships, events) targeting initial customer segments with baseline performance metrics
Identify and begin cultivating 3-5 strategic channel partnerships and develop channel enablement framework
Execute demand generation engine delivering qualified leads with clear attribution to pipeline and revenue impact; optimize conversion rates quarter-over-quarter
Build and scale thought leadership program: position internal executives as industry voices through speaking engagements, published content, and industry event presence
Develop and implement customer retention/lifecycle marketing strategy with measurable engagement and expansion revenue targets
Establish predictive analytics and reporting dashboard tracking MQLs, SQLs, CAC, LTV, and pipeline contribution; conduct quarterly strategy optimization reviews
KPIs You'll Own
Pipeline Generated
Total qualified pipeline created through marketing initiatives, tracked by source and attributed to revenue bookings targets.
Customer Acquisition Cost (CAC)
Blended CAC across all channels and segments; track payback period and LTV:CAC ratio for profitability.
Lead Quality Score
Percentage of marketing-qualified leads (MQLs) converting to sales-qualified leads (SQLs) and closed won deals.
Marketing-Influenced Revenue
Total revenue influenced or directly attributed to marketing campaigns and initiatives; track as % of total bookings.
Brand Awareness & Consideration
Unaided and aided brand awareness metrics within target customer segments; measured via surveys or third-party tracking.
Channel Partner Activation
Number of active channel partners, partner-sourced leads, and revenue influenced through partner channel.
Tools & Stack
Your Team
Your Manager
Chief Revenue Officer or VP Business Development for Data Licensing/AI Services
Current Team
Marketing team structure TBD; likely reports to/collaborates with Revenue Lead, Model Training Leadership, Shutterstock brand and operations teams
New leadership hire building or restructuring marketing function for new business unit
The Package
Salary
$180K-$240K base
Variable
Likely 15-25% bonus tied to pipeline, revenue, and bookings targets
Equity
Possible; common for senior director roles at established tech companies
Remote
On-site, New York, NY
Benefits & Perks
Company Intelligence
Shutterstock is a leading creative platform with a massive library of digital assets. The company is now investing in a new Data Licensing and AI Services business to capitalize on the generative AI boom—selling training data and model optimization services to AI companies and enterprises. You're joining a mature company entering an explosive new market.
Founded
2003
Team Size
3000
Funding
Public (NYSE: SSTK)
Customers
Fortune 500s, creative agencies, generative AI companies, enterprises
Culture
Structured corporate environment with entrepreneurial expectations for new business units; collaborative cross-functional teams
Is This Role For You?
- You've successfully built or led B2B marketing for SaaS, data, AI, or deep tech companies and understand complex sales cycles and enterprise buying
- You're comfortable with ambiguity—this is a new business unit and you'll be defining the playbook from scratch without a proven template
- You excel at cross-functional collaboration and can influence without authority; you enjoy partnering closely with sales, product, and leadership teams
- You have hands-on data literacy and obsess over attribution, CAC, LTV, and pipeline metrics; you think in terms of growth levers and ROI
- You need full remote flexibility—this is on-site NYC
- You prefer working within established, locked-in marketing processes; this role requires strategy, problem-solving, and change management
- You haven't built demand generation engines or worked in B2B; consumer or service marketing backgrounds won't translate well here
Interview Process
Initial Screen
Recruiter call covering background, GTM experience, and understanding of AI/data markets
Hiring Manager Interview
Deep dive on marketing strategy development, past campaign successes, metrics ownership, and cross-functional collaboration
Panel Interview (likely 3-4 rounds)
Meet with VP/C-level stakeholder for strategic alignment, Revenue Lead for goal alignment, peer marketing leader, and potentially product/partnerships
Case Study / Strategy Presentation
Develop a GTM strategy or demand gen plan for a hypothetical data licensing/AI services product; present findings and rationale
Executive Leadership Round
Final conversation with senior leadership on vision, execution readiness, and long-term strategy for the business
Interested in this role?
Apply now and hear back within days, not weeks.
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About Growth Marketing Roles
Growth marketers drive user acquisition, activation, and retention through data-driven experimentation. They sit at the intersection of product, data, and marketing — running A/B tests, building funnels, and scaling what works.