New Business Sales Executive, Japan

Shutterstock · Tokyo

About the Opportunity:

The New Business Sales Executive is responsible for expanding Shutterstock’s footprint across a diverse range of accounts and driving new revenue opportunities. This role is primarily focused on acquiring small and mid-size accounts, while also proactively identifying and pursuing opportunities with larger enterprises and strategic accounts, building relationships that create long-term commercial value.

This is a true hunter role, requiring a proactive sales professional with a demonstrated track record of independently identifying, developing, and closing new business opportunities.

We are looking for a results-oriented sales professional who can balance proactive prospecting with a disciplined, consultative approach to selling. The successful candidate will combine strong business development instincts with the ability to understand customer objectives, engage decision-makers, uncover opportunities, and position Shutterstock solutions to address evolving customer needs.

This role requires commercial curiosity, strong relationship-building skills, and the ability to take ownership of the customer journey from initial engagement through successful adoption and continued commercial opportunity.

The Day to Day:

Identify and pursue new business opportunities within various market segments, managing the sales cycle from initial prospecting and discovery through solution development, negotiation, and close.
Build and maintain a robust pipeline of opportunities, utilizing research, market intelligence, customer insights, and behavioral signals to identify high-potential businesses and opportunities.
Proactively research target organizations to understand their business priorities, challenges, organizational structure, and potential Shutterstock use cases.
Build relationships with multiple stakeholders and decision-makers, including senior business leaders, and establish credibility as a trusted commercial partner.
Lead consultative discovery conversations to uncover customer needs, business challenges, and opportunities that can be addressed through Shutterstock’s products and services.
Pivot between high-velocity "quick-hit" sales and deeper, solution-based conversations depending on the account’s needs, opportunity size, and complexity.
Develop compelling customer-specific value propositions and commercial solutions that connect Shutterstock’s capabilities to measurable customer outcomes.
Navigate complex buying environments, building consensus across stakeholders and maintaining momentum throughout the sales process.
Identify whitespace and additional opportunities within engaged prospects and newly acquired customers based on customer needs, usage, business priorities, and market signals.
Own the customer experience through the initial stages of the relationship, ensuring a strong transition from sale to adoption and establishing a foundation for long-term customer value.
Partner with Product Specialists and other internal teams to deliver comprehensive solutions and support successful customer onboarding and adoption.
Maintain accurate and actionable opportunity, pipeline, and customer information in Salesforce and the broader sales technology stack.
Forecast accurately and manage a high volume of opportunities with strong discipline, prioritization, and follow-through.
Continuously develop knowledge of Shutterstock’s products, competitive landscape, industry trends, and customer challenges to strengthen prospecting, discovery, and solution development.
Take ownership of outcomes, proactively identifying obstacles and opportunities and driving actions required to move business forward.

What You’ll Bring to the Role:

3–7 years of B2B sales experience, with a focus on independent new business acquisition, and with a documented track record of meeting or exceeding new business targets.
Demonstrated ability to prospect, create pipeline, develop opportunities, negotiate, and close new business.
Comfortable managing both high-volume transactional cycles and more complex, multi-stakeholder sales opportunities.
Strong consultative selling skills, with the ability to uncover customer needs and translate them into compelling solutions.
Strong negotiation, influencing, and presentation skills, with the ability to engage decision-makers across different industries and levels of an organization.
Demonstrated ability to build relationships quickly and develop credibility with both prospects and customer stakeholders.
Commercial curiosity and the ability to identify whitespace, emerging needs, and opportunities for broader customer engagement.
Strong business acumen and the ability to understand a customer’s business objectives and connect them to relevant Shutterstock solutions.
Proven ability to manage a large, fast-moving pipeline without compromising attention to detail, customer experience, or follow-up.
Expert use of Salesforce or similar CRM systems to drive sales efficiency, pipeline management, and accurate forecasting.
Ability to collaborate effectively with Product,Operations, and other cross-functional partners.
A self-motivated professional who takes initiative, creates opportunities, and consistently looks for ways to generate commercial value.

#LI-SQ1 #LI-hybrid

Why Shutterstock:

You have a direct impact on the success of the company. Your team’s work matters and is essential to the evolution of our core 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. It’s a place where 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, accommodation_request@shutterstock.com.

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