---
title: 'Sr. Account Director, Enterprise New Business at IANS'
canonical: 'https://feeny.ai/job/sr-account-director-enterprise-new-business-ians-boston-gf5kg0d6kexk'
type: 'job'
last_seen: '2026-11-09'
---

# Sr. Account Director, Enterprise New Business 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/5284972007

## Job description

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.

## 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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