VP of New Business

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.

Role Overview

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.
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

Requirements
Education

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

Certifications

None required
Interpersonal Skills

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
Location

Boston-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
Benefits

Competitive salary, health benefits, and professional development opportunities.