Own the enterprise growth motion for a security AI product, coordinating new-business pursuit and expansion with executive engagement and a diagnostic sales rhythm that turns client data into ROI models.

Enterprise ownership: new business pursuits and expansion, with executive-level value storytelling.
Discovery and value framework: run diagnostic motions, ROI models, and accountable pilots.
Scalability: build a repeatable operating model and playbook for 2027 across the sales org.

Job Description

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.

IANS

3.8 Glassdoor

For the security practitioner caught between rapidly evolving threats and demanding executives, IANS Research is a clear-headed resource for decision-making and articulating risk. We provide experience-based security insights for Chief Information Security Officers and their teams. The core of our value comes from the IANS Faculty, a network of seasoned practitioners. We support client decisions and executive communications with Ask-an-Expert inquiries, our peer community, deployment-focused reports, tools and templates, and consulting.

Founded in 2001

Boston, Massachusetts, USA

466 employees (35 in marketing)

www.iansresearch.com

71% recommend to a friend

Traffic Signals

Monthly Visitors

25.5K

Monthly Google Ads Budget

Traffic Source Mix

28.9%

Direct

58.5%

Referral

6.5%

Social

4.6%

Paid

1.5%

Headcount Trend

Current headcount: ~467

Marketing Team

Marketing Team Size

26 (6% of company)

Marketing Roles Posted (Last 30 Days)

Funding

Last Raise

Series Unknown, 2 years ago

Funding History

Apr 2024
Series Unknown

Recent News

IANS Research and Artico Search Unveil 2025 Security Software and Services Benchmark Summary Report

Sep 10, 2025 • Yahoo Finance

Security spending lags for the first time in five years: IANS

Aug 8, 2025 • IT Brew

IANS Research and Artico Search Release Security Budget Benchmark Report

Aug 5, 2025 • PR Newswire

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.