Account Director, Enterprise Account Management

IANS•Boston, MA

1d•$110,000 - $130,000•Hybrid

About The Position

The Account Director is an expansion-focused role responsible for growing IANS’s most strategic enterprise accounts from departmental subscriptions of approximately $65,000–$100,000 to multi-department agreements of $200,000–$300,000 or more. The role owns retention and expansion across a named book of business, building relationships across security organizations and positioning IANS offerings to drive broader adoption. On-site collaboration is essential, with three days each week in the Boston office. IANS provides intelligence, advisory services, peer benchmarking, and proprietary data to enterprise CISOs and security leaders. Its MCP connector and Vendor Intelligence peer benchmarking platform provide insights and structured benchmarks across security organizations. The Account Director owns renewals and adoption, expands relationships beyond the CISO, identifies opportunities for product and consulting growth, develops strategic account plans, and leads quarterly business reviews. The role calls for demonstrated success using AI solutions to create client value and improve the sales process, as well as the ability to understand and position new offerings such as MCP and Vendor Intelligence.

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 value for clients and improve the sales process; examples should extend 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 sufficiently to identify expansion triggers and position MCP and Vendor Intelligence 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.

Nice To Haves

Bachelor’s degree.
Equivalent professional experience in lieu of a bachelor’s degree.

Responsibilities

Own the full renewal cycle for a named book of business, including pricing adjustments, contract restructuring, and multi-year agreements.
Monitor usage dashboards, identify dark seats, and intervene 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, Vendor Intelligence peer benchmarking, and faculty/AAE access.
Identify and close opportunities for 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.
Conduct quarterly business reviews that surface new opportunities and demonstrate ROI, beyond reporting usage.