Account Director, Enterprise Account Management

IANS; Boston (MA); On-site; USD 110,000 - 130,000; Full time

Benefits offered by this job

Medical insurance

Dental insurance

Vision coverage

401(k) with company match

Hybrid work

Professional development

Career progression to Regional Sales D

Job summary

IANS is seeking an Account Director in Boston to expand strategic enterprise partnerships. You will own renewals, drive cross‑sell and department expansion, and build value across SOC, GRC, IAM, AppSec, and engineering security teams.

Base compensation ranges from $110,000 to $130,000 with uncapped variable pay, and the role requires three days in the Boston office weekly to collaborate with clients and colleagues.

Qualifications

• Bachelor’s degree preferred or equivalent professional experience.
• 8+ years proven success growing ACV within existing accounts through upsell, cross-sell, department expansion, complex renewals, or multi-year agreements.
• AI solutions fluency with tangible client value impact beyond productivity gains.
• Multi-threaded account management and strategic planning skills.
• Strong communication and executive audience credibility.

Responsibilities

• Renewal ownership across full cycle and multi-year agreements.
• Monitor usage dashboards and intervene before churn signals escalate.
• Expand adoption across SOC, GRC, IAM, AppSec, and engineering security teams.
• Identify and close upsell and cross-sell opportunities for MCP workflow integration, VID peer benchmarking, and faculty/AAE access.
• Identify and close pen-tests, security assessments and other consulting offerings within your client base.
• Build and execute 12–18 month strategic account plans with stakeholder maps, expansion paths, and renewal timelines.
• Run quarterly business reviews that surface ROI and opportunities beyond usage reports.

Skills

AI Fluency

Account management

Stakeholder mapping

Commercial negotiation

Strategic account planning

Adoption management

Renewal execution

Usage data analysis

Executive communication

Education

Bachelor’s degree

Job description

Compensation:

Base salary of $110,000–$130,000, dependent on experience and segment. This role includes uncapped variable compensation. On-site collaboration is essential; we require 3 days in the Boston office each week.

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 Overview:

The Account Director is not a renewal manager. This role is an expansion engine — growing IANS's most strategic accounts from $65K-$100k departmental subscriptions to $200K–$300K+ multi‑department agreements. Account Directors multi‑thread across the security org, use Vendor Intelligence and benchmarking tools as a wedge into new departments, and position MCP as an adoption mechanism that makes IANS indispensable.

Responsibilities

• Renewal Ownership: Own the full renewal cycle, including pricing adjustments, contract restructuring, and multi‑year agreements for your named book.
• Adoption Management: Monitor usage dashboards, flag dark seats, and intervene before churn signals escalated.
• Account Expansion: Build relationships beyond the CISO across SOC, GRC, IAM, AppSec, and engineering security teams to expand IANS adoption.
• Product Growth: Identify and close upsell and cross‑sell opportunities for MCP workflow integration, VID peer benchmarking, and faculty/AAE access.
• Consulting: Identify and close pen‑tests, security assessments and other consulting offerings within your client base.
• Strategic Planning: Build and execute 12– 18 month strategic account plans with stakeholder maps, expansion paths, and renewal timelines.
• Executive Business Reviews: Run quarterly business reviews that go beyond usage reporting to surface new opportunities and demonstrate ROI.

Requirements

• Education: Bachelor’s degree preferred or equivalent professional experience.
• Experience: Minimum of 8 years p roven success growing ACV within existing accounts through upsell, cross‑sell, department expansion, complex renewals, or multi‑year agreements.
• 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: Multi‑threaded account management, stakeholder mapping, commercial negotiation, strategic account planning, adoption management, renewal execution, usage‑data analysis, and executive communication.
• Product Orientation: Ability to understand new offerings well enough to identify expansion triggers and position MCP and VID before bringing in additional support.
• Interpersonal Skills: Strong communication , intellectual curiosity, low‑ego collaboration, sound judgment, proactive ownership, and the ability to earn credibility with technical and executive audiences.

Why Join Us?

• Impact: This role directly contributes to IANS’ retention, expansion, and enterprise adoption by turning strategic client relationships into broader, stickier partnerships.
• Culture: We are a collaborative, low‑ego team that values intellectual curiosity, rigorous thinking, customer obsession, and genuine interest in how security organizations make decisions.
• Benefits: IANS offers competitive compensation, variable earnings, medical, dental, and vision coverage, a 401(k) with company match, hybrid work, professional development opportunities, and a clear path to Regional Sales Director, Client Business.