Vice President of New Business

• 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.

Benefits

• Social: Monthly ‘Club IANS’, annual summer outings, team events and social gatherings
• 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
• 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
• Volunteer Opportunities: Employee-led community volunteer initiatives, paid volunteer day

• Bachelor’s degree required; MBA a plus
• Experience in the data industry strongly preferred (understanding of how enterprises evaluate, budget for, and purchase data/intelligence products)
• 10+ years of progressive sales leadership experience, including leading frontline managers and leaders of leaders
• Deep, hands-on experience with MEDDPICC or comparable qualification frameworks (preferred)
• Skilled cross-functional collaborator, particularly with Marketing, Product, and Enablement
• Demonstrated use of AI/sales-productivity tools to drive team efficiency
• 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
• 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