Head of New Business Growth — AI‑Driven, MEDDPICC

IANS Research; Boston (MA); Hybrid; USD 180,000 - 280,000; Full time

Benefits offered by this job

Hybrid Boston office (2 days/week)

Monthly lunch stipend

PTO and paid holidays

Summer Fridays

401(k) Fidelity with company match

Annual incentive program

Volunteer day

Health coverage: medical, dental &

Job summary

IANS is seeking a Head of New Business to lead new client acquisition as we evolve into IANS Intelligence, a data-driven engine for security teams. You will own the quota-carrying org end-to-end, guiding ~25 ICs and frontline managers to consistent pipeline and revenue.

This role demands deep MEDDPICC expertise, cross-functional collaboration with Marketing, Product, and Enablement, and a proven track record of scaling new business teams. An AI-first approach to productivity will be expected.

Qualifications

• 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.
• Experience building and scaling new business teams, including manager-of-managers.
• Strong operational discipline with accountability for process and results.
• Demonstrated use of AI/sales-productivity tools to drive team efficiency.

Responsibilities

• Lead quota-carrying new business reps and managers (~25 ICs) to predictable pipeline and revenue.
• Own new business results across IANS; drive market strategy and messaging.
• Instill MEDDPICC-based sales processes across the organization.
• Coach and develop talent, building a bench of future leaders.
• Partner with Marketing, Product, and Enablement to align messaging with IANS Intelligence strategy.
• Champion the mission and articulate the role of IANS in security teams.

Skills

Sales leadership

Cross-functional collaboration

Executive presence

Enterprise sales

Coaching & mentoring

AI productivity tools usage

Education

Bachelor's degree

MBA

Tools

MEDDPICC framework

AI-driven selling tools

Job description

IANS is seeking a Head of New Business to lead new client acquisition as we evolve into IANS Intelligence, a data-driven engine for security teams. You will own the quota-carrying org end-to-end, guiding ~25 ICs and frontline managers to consistent pipeline and revenue.

This role demands deep MEDDPICC expertise, cross-functional collaboration with Marketing, Product, and Enablement, and a proven track record of scaling new business teams. An AI-first approach to productivity will be expected.