Own enterprise new-logo acquisition across Fortune 500 and Global 2000 accounts, selling multi-year agreements valued at $150K+ annually. Lead complex 6–12 month sales cycles with executive buyers, procurement, legal, security, and finance stakeholders. Build pipeline through senior networks and industry events, develop pursuit plans, qualify opportunities using MEDDPICC, and maintain accurate Salesforce forecasts. Position IANS’s advisory, intelligence, benchmarking, and connector offerings to security, risk, and technology leaders.
Senior Enterprise Account Director — Strategic New Business
Compensation: Base salary of $200,000–$225,000, dependent on experience. This role includes uncapped variable compensation. On-site collaboration is essential; we require 3 days in the Boston office each week once ramped.
About Us
IANS is the trusted intelligence partner for enterprise CISOs and security leaders. We provide actionable advisory, peer benchmarking, and proprietary data that help security organizations make faster, more confident decisions. Our MCP connector and Vendor Intelligence peer benchmarking platform deliver intelligence and structured benchmarks across the security organization, putting IANS insights where security leaders are already working.
Role Overview:
The Senior Enterprise Account Director is IANS’s big game hunter — a senior individual contributor who opens the largest, most complex enterprises in North America that do not yet work with IANS. Reporting to the Director of Enterprise Sales, you will land new logos at $150K+ first-year ACV, sell enterprise-wide rather than one department at a time, and build multi-year partnerships from the first contract. This is not a territory-coverage or renewal role: success is measured in landmark wins that reshape the enterprise book.
Responsibilities
- New-Logo Acquisition: Prospect, open, and close a named list of Fortune 500 and Global 2000 targets, with a deliberate focus on financial services, asset management, and other highly regulated industries.
- Enterprise Deal Leadership: Run 6–12 month, multi-stakeholder sales cycles end to end, from discovery and business case through security review, procurement, legal, and executive sign-off.
- Executive Access: Build relationships with CISOs, CIOs, CROs, and their peers in risk and operations, earning the right to sell an enterprise agreement rather than a single-department subscription.
- Land Big: Position the full IANS platform — advisory, faculty/AAE access, Vendor Intelligence, peer benchmarking, and the MCP connector — to land multi-department, multi-year agreements from day one.
- Market Presence: Use industry conferences, executive events, and a long-standing senior network to create pipeline that marketing and SDR programs cannot reach.
- Pursuit Planning & Forecast: Build pursuit plans with stakeholder maps, compelling events, and mutual close plans; qualify with MEDDPICC and keep pipeline and forecast in Salesforce accurate.
Requirements
- Education: Bachelor’s degree preferred or equivalent professional experience.
- Experience: 15+ years of enterprise sales, including 10+ years of new-logo acquisition, with a track record of closing six- and seven-figure, multi-year agreements with large, highly regulated enterprises.
- Industry Background: Experience selling data, research, intelligence, or enterprise technology platforms into complex buying committees; financial services experience strongly preferred; cybersecurity knowledge a plus but not required.
- AI Fluency: High level of fluency and demonstrated impact using AI solutions to create value for clients and to improve the sales process. Examples should go well beyond using AI for personal productivity gains.
- Skills: Executive prospecting, complex deal strategy, MEDDPICC qualification, business-case and ROI development, procurement and contract negotiation, and a durable senior network across target industries.
- Product Orientation: Ability to learn IANS’s offerings quickly and translate them into a compelling business case for security, risk, and technology leaders.
- Interpersonal Skills: Executive presence, resilience across long sales cycles, intellectual curiosity, low-ego collaboration, and the credibility to earn time with C-level buyers.
Why Join Us?
- Impact: This role directly drives IANS’s enterprise new-logo growth by bringing the largest, most strategic organizations into the IANS community.
- Culture: We are a collaborative, low-ego team that values intellectual curiosity, rigorous thinking, customer obsession, and genuine interest in how security organizations make decisions.
- Benefits: IANS offers competitive compensation, uncapped variable earnings, medical, dental, and vision coverage, a 401(k) with company match, hybrid work, and professional development opportunities.
IANS Boston, Massachusetts, USA Office
2 Center Plaza, Suite 500, Boston, MA 02108, US, Boston, MA, United States, 02108
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