Vice President, New Business
$230,000 - $260,000 + bonus/commissions
This role will require no less than 3 days a week on site in the 125 High Street, Boston, MA office.
About Us
IANS is the trusted intelligence partner for enterprise CISOs and security leaders. We provide actionable advisory, peer benchmarking, and proprietary data that help security organizations make faster, more confident decisions. Our MCP connector and Vendor Intelligence peer benchmarking platform deliver intelligence and structured benchmarks across the security organization, putting IANS insights where security leaders are already working.
Role OverviewIANS 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.
Responsibilities- 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
Bachelor's degree required; MBA a plus
Experience- 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)
Skills
- 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
None required
Interpersonal SkillsClient-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
LocationBoston-based strongly preferred; this is a hybrid role with 3 days in our Boston office each week. Candidates outside Boston must be willing and able to travel extensively
Why Join Us?ImpactThis leader will directly shape IANS's next chapter — leading the commercial evolution to IANS Intelligence..
CultureWe foster a mission-driven, collaborative environment where every role connects back to helping security teams do their jobs better.
BenefitsCompetitive salary, health benefits, and professional development opportunities.
About Us
IANS is the trusted intelligence partner for enterprise CISOs and security leaders. We provide actionable advisory, peer benchmarking, and proprietary data that help security organizations make faster, more confident decisions. Our MCP connector and Vendor Intelligence peer benchmarking platform deliver intelligence and structured benchmarks across the security organization, putting IANS insights where security leaders are already working.
Role OverviewIANS 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.
Responsibilities- 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
Bachelor's degree required; MBA a plus
Experience- 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)
Skills
- 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
None required
Interpersonal SkillsClient-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
LocationBoston-based strongly preferred; this is a hybrid role with 3 days in our Boston office each week. Candidates outside Boston must be willing and able to travel extensively
Why Join Us?ImpactThis leader will directly shape IANS's next chapter — leading the commercial evolution to IANS Intelligence..
CultureWe foster a mission-driven, collaborative environment where every role connects back to helping security teams do their jobs better.
BenefitsCompetitive salary, health benefits, and professional development opportunities.
Skills Required
- Bachelor’s degree
- 10+ years of progressive sales leadership experience
- Experience leading frontline managers and leaders of leaders
- Experience building and scaling new business teams
- Manager-of-managers experience
- Experience in the data industry
- Hands-on experience with MEDDPICC or a comparable qualification framework
- Demonstrated use of AI and sales productivity tools
- Ability to work at least three days per week in the Boston office
- Willingness and ability to travel extensively for candidates outside Boston
What We Do
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.
