VP of New Business

IANS; Boston (MA); Hybrid; USD 180,000 - 240,000; Full time

Benefits offered by this job

Competitive salary

Health benefits

Professional development opportunities

Job summary

IANS is seeking a Head of New Business to lead the new client acquisition and quota-carrying organization (about 25 ICs and frontline managers), reporting to the Chief Revenue Officer. This Boston-based, hybrid role requires driving go-to-market as a data/intelligence company, not just advisory services.

You will implement MEDDPICC-based sales processes, deploy AI-enabled productivity tools, and collaborate across Marketing, Product, and Enablement to sharpen IANS Intelligence strategy.

Qualifications

• 10+ years of progressive sales leadership experience.
• Experience in the data industry strongly preferred.
• Knowledge of MEDDPICC or similar qualification frameworks is preferred.

Responsibilities

• Own new business results across IANS: lead all quota-carrying new business reps and their managers to consistent, predictable pipeline generation and revenue.
• Instill a MEDDPICC-based sales process across the new business org.
• Drive an AI-first approach to sales productivity and tool adoption.
• Coach and develop talent at individual contributor and manager levels.
• Partner with Marketing, Product, and Enablement to align messaging and tools with IANS Intelligence strategy.
• Champion IANS's mission and articulate the role of data/intelligence in client buying motions.
• Bring deep understanding of enterprise buying of data/intelligence products.

Skills

MEDDPICC

Sales leadership

AI/sales tools

Cross-functional collaboration

Coach and develop talent

Job description

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 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

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

Impact

This leader will directly shape IANS's next chapter — leading the commercial evolution to IANS Intelligence..

Culture

We foster a mission-driven, collaborative environment where every role connects back to helping security teams do their jobs better.

• Competitive 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 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

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

Impact

This leader will directly shape IANS's next chapter — leading the commercial evolution to IANS Intelligence..

Culture

We foster a mission-driven, collaborative environment where every role connects back to helping security teams do their jobs better.

• Competitive salary, health benefits, and professional development opportunities.