Responsibilities

• Deliver against IANS’ 2026 goals of 1-2 paid pilots in flight and at least 1 commercial close exceeding $300K in contract value.
• Maintain disciplined account selection and avoid pipeline dilution. Success will be driven by high-quality reference clients rather than funnel size.
• Lead executive conversations with CISOs, CIOs, CFOs and their direct reports.
• Serve as the single commercial owner for the MCP enterprise go-to-market across both new-business acquisition and existing-client expansion initiatives. In practice, this means owning the new business enterprise pursuit strategy and heavily influencing the enterprise client renewal/expansion strategy.
• Establish and continuously refine the enterprise growth strategy, including account selection, value frameworks, executive engagement approaches and commercialization models.
• Build a repeatable operating model that can be scaled across the broader Sales organization in 2027.
• Identify patterns in buyer behavior, value creation, and purchasing triggers to inform future growth investments.
• Lead and evolve a diagnostic sales motion that could include: discovery, value modeling, executive review, paid pilot and commercial close.
• Build account-specific ROI business cases grounded in client operational challenges, proprietary client data and industry benchmarks.
• Partner with IANS’ Solution Architects to ensure strong value realization and adoption.

Requirements

• Demonstrated track record closing six- and seven-figure enterprise contracts in security, advisory, data or B2B SaaS — ideally as a founding seller, new-business specialist or strategic accounts lead for a new product.
• Demonstrated fluency with enterprise AI tools, such as Claude, and a proven history of maximizing the value of such tools in all aspects of your work.
• Proven ability to construct and present account-specific value models to executive buyers, anchored in client data rather than vendor talking points.
• Comfort selling in ambiguous situations — pricing not yet finalized, packaging still evolving, comparison set still forming.
• Excellent executive communication and facilitation skills, with the credibility to lead diagnostic conversations with CISOs and their leadership teams.
• 3 days on site in the Boston, MA office (onsite requirement)

Nice-to-have

• Prior experience selling AI-native or data-as-a-service products into enterprise security organizations.
• Knowledge of the MCP standard, Claude, Copilot or other agentic developer tooling.
• Experience operating inside a private equity-backed environment where speed, reporting accountability and value-creation milestones are the operating norm.