Head of Enterprise GTM, MCP

IANS•Boston, MA

21h•Hybrid

About The Position

IANS is launching a new product that extends our proprietary cyber security intelligence into the AI tools enterprise security teams already use — Claude & Copilot — via the Model Context Protocol (MCP). This product represents the most significant growth opportunity in IANS’ history and will require a new selling and product delivery approach: selling using a value-delivered metric rather than a per-seat subscription model for large security teams (100+ in size) to gain enterprise access. We are seeking a strategic salesperson to build, prove out, and then scale this new go-to-market motion. This role is equal parts builder, operator and strategic seller. This person will not simply close deals; they will create the playbook that defines how IANS sells this product in 2027 and beyond.

Requirements

Demonstrated track record closing six- and seven-figure enterprise contracts in security, advisory, data or B2B SaaS — ideally as a founding seller, new-business specialist or strategic accounts lead for a new product.
Demonstrated fluency with enterprise AI tools, such as Claude, and a proven history of maximizing the value of such tools in all aspects of your work.
Proven ability to construct and present account-specific value models to executive buyers, anchored in client data rather than vendor talking points.
Comfort selling in ambiguous situations — pricing not yet finalized, packaging still evolving, comparison set still forming.
Excellent executive communication and facilitation skills, with the credibility to lead diagnostic conversations with CISOs and their leadership teams.

Nice To Haves

Prior experience selling AI-native or data-as-a-service products into enterprise security organizations.
Knowledge of the MCP standard, Claude, Copilot or other agentic developer tooling.
Experience operating inside a private equity-backed environment where speed, reporting accountability and value-creation milestones are the operating norm.

Responsibilities

Deliver against IANS’ 2026 goals of 1-2 paid pilots in flight and at least 1 commercial close exceeding $300K in contract value.
Maintain disciplined account selection and avoid pipeline dilution. Success will be driven by high-quality reference clients rather than funnel size.
Lead executive conversations with CISOs, CIOs, CFOs and their direct reports.
Serve as the single commercial owner for the MCP enterprise go-to-market across both new-business acquisition and existing-client expansion initiatives. In practice, this means owning the new business enterprise pursuit strategy and heavily influencing the enterprise client renewal/expansion strategy.
Establish and continuously refine the enterprise growth strategy, including account selection, value frameworks, executive engagement approaches and commercialization models.
Build a repeatable operating model that can be scaled across the broader Sales organization in 2027.
Identify patterns in buyer behavior, value creation, and purchasing triggers to inform future growth investments.
Lead and evolve a diagnostic sales motion that could include: discovery, value modeling, executive review, paid pilot and commercial close.
Build account-specific ROI business cases grounded in client operational challenges, proprietary client data and industry benchmarks.
Partner with IANS’ Solution Architects to ensure strong value realization and adoption.
Provide strategic leadership to IANS’ Account Managers managing existing-client expansion opportunities.
Establish shared discovery frameworks, value narratives, objection handling approaches, and executive engagement best practices.
Identify opportunities to expand existing relationships into broader enterprise deployments.
Ensure consistency across new-business and existing-client motions.
Document the enterprise growth playbook, including discovery frameworks, value model templates, executive presentations, pricing rationale sheets, objection handling checklists, case studies and sample reference architectures.
Provide market feedback that informs 2027 pricing and packaging decisions.
Partner closely with our Chief Product Officer, Chief Revenue Officer, Chief Operating Officer, Faculty Leader and Marketing managers.