---
title: 'Account Director, Enterprise Account Management at IANS'
canonical: 'https://feeny.ai/job/account-director-enterprise-account-management-ians-boston-fnz1xz34b7r6'
type: 'job'
last_seen: '2026-11-09'
---

# Account Director, Enterprise Account Management at IANS

- **Company:** IANS
- **Location:** Boston, MA
- **Work type:** hybrid
- **Posted:** 2026-11-04
- **Last confirmed live:** 2026-11-09
- **Apply:** https://job-boards.greenhouse.io/ians/jobs/5284978007

## Job description

Account Director Enterprise — Retention & Growth

Compensation: Base salary of $110,000–$130,000, dependent on experience and segment. This role includes uncapped variable compensation. On-site collaboration is essential; we require 3 days in the Boston office each week.

## 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 Account Director is not a renewal manager. This role is an expansion engine — growing IANS's most strategic accounts from $65K-$100k departmental subscriptions to $200K–$300K+ multi-department agreements. Account Directors multi-thread across the security org, use Vendor Intelligence and benchmarking tools as a wedge into new departments, and position MCP as an adoption mechanism that makes IANS indispensable.

## Responsibilities

- Renewal Ownership: Own the full renewal cycle, including pricing adjustments, contract restructuring, and multi-year agreements for your named book.
- Adoption Management: Monitor usage dashboards, flag dark seats, and intervene before churn signals escalate.
- Account Expansion: Build relationships beyond the CISO across SOC, GRC, IAM, AppSec, and engineering security teams to expand IANS adoption.
- Product Growth: Identify and close upsell and cross-sell opportunities for MCP workflow integration, VID peer benchmarking, and faculty/AAE access.
- Consulting: Identify and close pen-tests, security assessments and other consulting offerings within your client base.
- Strategic Planning: Build and execute 12–18 month strategic account plans with stakeholder maps, expansion paths, and renewal timelines.
- Executive Business Reviews: Run quarterly business reviews that go beyond usage reporting to surface new opportunities and demonstrate ROI.

## Requirements

- Education: Bachelor’s degree preferred or equivalent professional experience.
- Experience: Minimum of 8 years proven success growing ACV within existing accounts through upsell, cross-sell, department expansion, complex renewals, or multi-year agreements.
- 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: Multi-threaded account management, stakeholder mapping, commercial negotiation, strategic account planning, adoption management, renewal execution, usage-data analysis, and executive communication.
- Product Orientation: Ability to understand new offerings well enough to identify expansion triggers and position MCP and VID before bringing in additional support.
- Interpersonal Skills: Strong communication, intellectual curiosity, low-ego collaboration, sound judgment, proactive ownership, and the ability to earn credibility with technical and executive audiences.

Why Join Us?

- Impact: This role directly contributes to IANS’ retention, expansion, and enterprise adoption by turning strategic client relationships into broader, stickier partnerships.
- 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, variable earnings, medical, dental, and vision coverage, a 401(k) with company match, hybrid work, professional development opportunities, and a clear path to Regional Sales Director, Client Business.

## About IANS

## Company Overview
- **One-liner**: IANS delivers vendor-agnostic cybersecurity intelligence and advisory services to CISOs and security leaders, powered by a proprietary database of practitioner-validated conversations.
- **Entity Type**: Private (self-funded / bootstrapped; no disclosed funding rounds)
- **Headquarters**: Boston, Massachusetts, United States
- **Founded**: 2001
- **Founders**: Phil Gardner

## Core Business
- Primary industry: Cybersecurity (computer and network security)
- Target customers: CISOs, security leaders, and their teams at Fortune 1000, mid-market, and enterprise organizations (B2B)
- Mission / Purpose: To become the intelligence layer behind every security decision by providing governed, first-party data that generic AI cannot replicate – turning what peers actually practice into actionable insights.

## Products & Services
- **[Ask IANS]**: An AI-powered, always-on intelligence platform that surfaces benchmarks, implementation guidance, and vendor insights drawn from 6,000+ anonymized practitioner conversations, 6,500+ content pieces, and proprietary surveys. Type: SaaS / Data Platform.
- **[End User Decision Support]**: Subscription-based access to 170+ experienced Faculty (active CISOs and practitioners) for 1:1 consultations, curated research, and decision support. Type: Advisory Service.
- **[Consulting Services]**: Field-tested advisory engagements including architecture reviews, program assessments, risk analysis, and incident response support. Type: Professional Services.
- **[Professional Development]**: Leadership coaching, team training, and CISO development programs. Type: Education / Training.
- **[Events]**: Annual conferences, roundtables, and peer networking events for security leaders. Type: Events.

## Market Standing
- **Valuation/Market Cap**: Not publicly available (private company)
- **Key Metric**: Estimated annual revenue of **$39.8M** (LinkedIn data); headcount of **329 employees** (+13.7% YoY growth)
- **Notable Investors/Partners**: Bootstrapped; no external investors disclosed. Partners include Fortune 100 companies and a network of 170+ active practitioner Faculty.
- **Growth Signals**: Operating in 9 countries, revenue growth, headcount expansion, new product launch (Ask IANS AI platform), and growing demand for practitioner-validated cybersecurity intelligence.

## Competitive Advantages
- **Proprietary Practitioner-Validated Data**: Intelligence base built from thousands of consented, anonymized conversations with real CISOs and practitioners – not scraped web data or analyst reports.
- **Vendor-Agnostic Model**: Faculty have no vendor affiliations; insights are free from marketing bias, focused on what actually works under real constraints.
- **Governance & Anonymization**: Strict protocols (consent, anonymization, human verification) make the data trustworthy and legally defensible.
- **AI with a Moat**: General-purpose AI learns from published sources; IANS learns from practiced experience, giving it a durable competitive edge.

## Strategic Focus
- **Scale the Ask IANS platform** to become the default intelligence layer for security decision-making.
- **Expand data collection** through Research Interviewer roles that capture fresh, granular insights.
- **Grow the Consulting and Professional Development** practices to deepen client relationships and recurring revenue.
- **Maintain high-touch human validation** alongside AI to preserve data quality and trust.

## Why Work Here
- **Culture & Values**: Guided by Grit, Results, Initiative, Passion, Positivity, Teamwork, and Curiosity. Emphasis on collaboration, ownership, and fast growth ("talent is the engine").
- **Work Environment**: Hybrid model – 2 days/week in the Boston office with a weekly lunch stipend. Remote roles may exist for some positions.
- **Perks & Benefits**: Fidelity 401(k) with match, medical/dental/vision, deductible reimbursement, fitness stipend, Calm app subscription, dependent care and healthcare FSAs, transit/parking pre-tax benefits. Work/life balance includes PTO, paid holidays, sick time, and Summer Fridays (early close on summer Fridays). Social events: monthly "Club IANS", annual summer outing, team events.
- **Volunteer & Community**: Paid volunteer day, employee-led community initiatives.
- **Growth & Development**: Mentorship, real responsibility, transparent promotion criteria. Strong learning culture for cybersecurity professionals.

## Sources
1. [iansresearch.com – Careers page](https://www.iansresearch.com/who-we-are/careers)
2. [iansresearch.com – About page](https://www.iansresearch.com/who-we-are/about-us)
3. [iansresearch.com – Homepage](https://www.iansresearch.com/)
4. [Greenhouse job board – IANS](https://job-boards.greenhouse.io/ians/jobs/4665746007)
5. [LinkedIn – IANS company page](https://www.linkedin.com/company/ians)

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