Bachelor's degree preferred or equivalent professional experience.
15+ years of enterprise sales experience, with 10+ years focused on new-logo acquisition.
Proven track record of closing six- and seven-figure, multi-year agreements with large, regulated enterprises.
Experience selling data, research, or enterprise technology platforms to complex buying committees; financial services experience preferred.
High fluency in AI solutions with demonstrated impact on client value and sales processes.
Strong skills in executive prospecting, complex deal strategy, and procurement negotiation.
Ability to quickly learn and effectively communicate IANS's offerings.
Responsibilities
Prospect, open, and close deals with Fortune 500 and Global 2000 targets, focusing on financial services and regulated industries.
Lead 6-12 month sales cycles from discovery to executive sign-off.
Build relationships with C-level executives to secure enterprise agreements.
Position the full IANS platform to secure multi-department, multi-year agreements from the outset.
Leverage industry events and a senior network to create unique sales opportunities.
Develop pursuit plans and maintain accurate pipeline forecasts using MEDDPICC and Salesforce.
Benefits
Competitive compensation with uncapped variable earnings.
Medical, dental, and vision coverage.
401(k) plan with company match.
Hybrid work model.
Professional development opportunities.
Full Job Description
Senior Enterprise Account Director - Strategic New Business
Compensation: Base salary of $200,000-$225,000, dependent on experience. This role includes uncapped variable compensation. On-site collaboration is essential; we require 3 days in the Boston office each week once ramped.
Role Overview:
The Senior Enterprise Account Director is IANS's big game hunter - a senior individual contributor who opens the largest, most complex enterprises in North America that do not yet work with IANS. Reporting to the Director of Enterprise Sales, you will land new logos at $150K+ first-year ACV, sell enterprise-wide rather than one department at a time, and build multi-year partnerships from the first contract. This is not a territory-coverage or renewal role: success is measured in landmark wins that reshape the enterprise book.
Responsibilities
New-Logo Acquisition: Prospect, open, and close a named list of Fortune 500 and Global 2000 targets, with a deliberate focus on financial services, asset management, and other highly regulated industries.
Enterprise Deal Leadership: Run 6-12 month, multi-stakeholder sales cycles end to end, from discovery and business case through security review, procurement, legal, and executive sign-off.
Executive Access: Build relationships with CISOs, CIOs, CROs, and their peers in risk and operations, earning the right to sell an enterprise agreement rather than a single-department subscription.
Land Big: Position the full IANS platform - advisory, faculty/AAE access, Vendor Intelligence, peer benchmarking, and the MCP connector - to land multi-department, multi-year agreements from day one.
Market Presence: Use industry conferences, executive events, and a long-standing senior network to create pipeline that marketing and SDR programs cannot reach.
Pursuit Planning & Forecast: Build pursuit plans with stakeholder maps, compelling events, and mutual close plans; qualify with MEDDPICC and keep pipeline and forecast in Salesforce accurate.
Requirements
Education: Bachelor's degree preferred or equivalent professional experience.
Experience: 15+ years of enterprise sales, including 10+ years of new-logo acquisition, with a track record of closing six- and seven-figure, multi-year agreements with large, highly regulated enterprises.
Industry Background: Experience selling data, research, intelligence, or enterprise technology platforms into complex buying committees; financial services experience strongly preferred; cybersecurity knowledge a plus but not required.
AI Fluency: High level of fluency and demonstrated impact using AI solutions to create value for clients and to improve the sales process. Examples should go well beyond using AI for personal productivity gains.
Skills: Executive prospecting, complex deal strategy, MEDDPICC qualification, business-case and ROI development, procurement and contract negotiation, and a durable senior network across target industries.
Product Orientation: Ability to learn IANS's offerings quickly and translate them into a compelling business case for security, risk, and technology leaders.
Interpersonal Skills: Executive presence, resilience across long sales cycles, intellectual curiosity, low-ego collaboration, and the credibility to earn time with C-level buyers.
Benefits: IANS offers competitive compensation, uncapped variable earnings, medical, dental, and vision coverage, a 401(k) with company match, hybrid work, and professional development opportunities.
