Vice President of New Business, IANS
$230-260k
+ Bonus/commissions
3+ days a week in office (High Street, MA)
Cybersecurity insights & CISO guidance
Be an early applicant
Cybersecurity insights & CISO guidance
501-1000 employees
Be an early applicant
$230-260k
+ Bonus/commissions
3+ days a week in office (High Street, MA)
501-1000 employees
Company mission
To provide experience-based security insights for Chief Information Security Officers and their teams.
Role
Who you are
- Bachelor's degree required; MBA a plus
- 10+ years of progressive sales leadership experience, including leading frontline managers and leaders of leaders
- Experience in the data industry strongly preferred (understanding of how enterprises evaluate, budget for, and purchase data/intelligence products)
- Deep, hands-on experience with MEDDPICC or comparable qualification frameworks (preferred)
- Proven track record building and scaling new business teams, including manager-of-managers experience
- Strong operational discipline — holds teams accountable to both process and results
- Demonstrated use of AI/sales-productivity tools to drive team efficiency
- Skilled cross-functional collaborator, particularly with Marketing, Product, and Enablement
- Certifications: None required
- Client-focused, mission-driven, collaborative leader who can inspire a team around IANS's purpose; strong executive presence with both internal stakeholders and enterprise economic buyers
What the job involves
- IANS is seeking a Head of New Business to lead new client acquisition as the company evolves into IANS Intelligence, our practitioner-sourced engine where data, peer experience, and expert insight converge for security teams
- This leader will own the new business quota-carrying organization end to end — approximately 25 individual contributors and their frontline managers.Reporting directly to the Chief Revenue Officer, this person will be a driving force behind how IANS goes to market as a data and intelligence company, not just an advisory firm
- Own new business results across IANS: lead all quota-carrying new business reps and their managers (~25 ICs) to consistent, predictable pipeline generation and closed revenue
- Instill a rigorous MEDDPICC-based sales process — multi-threading, economic buyer access, and internally-defensible business cases — as the operating standard across the new business org
- Drive an AI-first approach to sales productivity, identifying and deploying tools/workflows that shift rep time away from admin and toward direct selling
- Coach and develop talent at both the individual contributor and manager level, building a bench of future sales leaders
- Partner cross-functionally with Marketing, Product, and Sales Enablement to ensure new business messaging, positioning, and tools are aligned to the IANS Intelligence strategy
- Champion IANS's mission — ensuring the new business team understands and can articulate the critical role IANS plays in supporting security teams at client organizations
- Bring a deep understanding of how enterprises evaluate and purchase data/intelligence products to sharpen how IANS sells into that buying motion
- This leader will directly shape IANS's next chapter — leading the commercial evolution to IANS Intelligence.
Our take
Amidst the escalating threats and regulatory demands in the cybersecurity sector, Chief Information Security Officers (CISOs) face a daunting array of challenges. IANS steps in as a trusted ally, offering tailored solutions to address these pressing issues.
Through its practitioner-led model and collaboration with seasoned experts, IANS provides independent research, advisory services and a community platform. It provides CISOs with subscription-based support content, professional development opportunities and consulting services, enabling them to navigate the complex cybersecurity landscape with confidence.
With a strategic investment from the Apax Digital Funds, IANS is poised for accelerated growth and innovation. This partnership will fuel product development, expand the company's value proposition and enhance its go-to-market strategies, solidifying its position as the leader in the InfoSec decision support space.
Freddie
Company Specialist at Welcome to the Jungle
Company
Company benefits
- 401(k) Program: Fidelity 401(k) plan with company match
- Employee Recognition: Annual incentive program, monthly shout outs and peer-to-peer recognition
- Health Coverage: Medical, dental & vision, deductible reimbursement, fitness stipend, Calm app
- Pre-Taxed Benefits: Dependent care FSA, healthcare FSA, transit, parking
- Social: Monthly 'Club IANS', annual summer outings, team events and social gatherings
- Volunteer Opportunities: Employee-led community volunteer initiatives, paid volunteer day
- Work Environment: Hybrid (2 days/week) in our vibrant Boston office with a weekly lunch stipend
- Work/Life Balance: PTO, paid holidays, sick time, Summer Fridays
Company HQ
Downtown, Boston, MA
Leadership
Phil Gardner
(Founder & CEO)Founded IANS in 2001 and has served as the CEO ever since. Prior to this, they founded Provant where they served as the Vice President. They also worked as an Associate at McKinsey & Company.
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