Head of Enterprise GTM, IANS

• 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

Desirable

• IANS is launching a new product that extends our proprietary cyber security intelligence into the AI tools enterprise security teams already use — Claude & Copilot — via the Model Context Protocol (MCP)
• This product represents the most significant growth opportunity in IANS’ history and will require a new selling and product delivery approach: selling using a value-delivered metric rather than a per-seat subscription model for large security teams (100+ in size) to gain enterprise access
• We are seeking a strategic salesperson to build, prove out, and then scale this new go-to-market motion. This role is equal parts builder, operator and strategic seller. This person will not simply close deals; they will create the playbook that defines how IANS sells this product in 2027 and beyond
• The Head of Enterprise GTM, MCP is the commercial leader responsible for building, validating and then scaling IANS's enterprise go-to-market for the MCP
• This role serves as the single commercial owner across both new-business acquisition and existing-client expansion efforts. Enterprise Account Executives and Account Managers will retain ownership of the day-to-day prospects and client relationships
• This role will establish the commercial strategy, value frameworks, executive engagement approach and operating discipline that connects all enterprise growth efforts into a unified and scalable process
• Success will be measured by the quality of the enterprise motion that is built, the strategic clients secured and the repeatable playbook created for broader market adoption
• This is not a quota-carrying role. Rather, it is a builder role for someone energized by category creation, comfortable engaging CISOs and other executives and excited by the challenge of winning the first deals in a new market through diagnostic insights, value engineering and disciplined experimentation
• 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
• Provide strategic leadership to IANS’ Account Managers managing existing-client expansion opportunities
• Establish shared discovery frameworks, value narratives, objection handling approaches, and executive engagement best practices
• Identify opportunities to expand existing relationships into broader enterprise deployments
• Ensure consistency across new-business and existing-client motions
• Document the enterprise growth playbook, including discovery frameworks, value model templates, executive presentations, pricing rationale sheets, objection handling checklists, case studies and sample reference architectures
• Provide market feedback that informs 2027 pricing and packaging decisions
• In this role, you will partner closely with our: Chief Product Officer, Chief Revenue Officer, Chief Operating Officer, Faculty Leader and Marketing managers
• What Success Looks Like by EOY 2026:
• 1–2 paid pilots in flight; 1+ commercial close at $300K+
• A documented Enterprise Growth Playbook for prospects
• A documented Enterprise Growth Playbook for renewing clients
• Validated pricing and packaging recommendations
• Reference clients and case studies that materially accelerate future sales cycles