Account Director, Enterprise Account Management

IANS•Boston, MA

12h•Hybrid

About The Position

The Account Director is an expansion-focused role responsible for growing IANS’s most strategic enterprise accounts, from departmental subscriptions to broader, multi-department agreements. The role requires building relationships across security organizations, using Vendor Intelligence and benchmarking tools to develop new departmental relationships, and positioning MCP to support adoption. It also owns renewals and account adoption, while identifying opportunities for product and consulting growth. On-site collaboration is required three days each week in the Boston office.

Requirements

Bachelor’s degree preferred, or equivalent professional experience.
At least 8 years of proven success growing ACV within existing accounts through upsell, cross-sell, department expansion, complex renewals, or multi-year agreements.
High fluency and demonstrated impact using AI solutions to create client value and improve the sales process, beyond personal productivity gains.
Skills in multi-threaded account management, stakeholder mapping, commercial negotiation, strategic account planning, adoption management, renewal execution, usage-data analysis, and executive communication.
Ability to understand new offerings well enough to identify expansion triggers and position MCP and VID before bringing in additional support.
Strong communication, intellectual curiosity, low-ego collaboration, sound judgment, proactive ownership, and ability to earn credibility with technical and executive audiences.

Responsibilities

Own the full renewal cycle for a named book of accounts, including pricing adjustments, contract restructuring, and multi-year agreements.
Monitor usage dashboards, flag dark seats, and address adoption issues before churn signals escalate.
Build relationships beyond the CISO across SOC, GRC, IAM, AppSec, and engineering security teams to expand adoption.
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 the 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 opportunities and demonstrate ROI beyond usage reporting.