Sr. Account Director, Enterprise New Business

IANS•Boston, MA

5d•$200,000 - $225,000•Hybrid

About The Position

The Senior Enterprise Account Director is a senior individual contributor responsible for opening large, complex enterprises in North America that do not yet work with IANS. Reporting to the Director of Enterprise Sales, this role focuses on landing new logos with first-year ACV of $150,000 or more, selling enterprise-wide agreements, and establishing multi-year partnerships from the initial contract. Success is measured by landmark new-logo wins rather than territory coverage or renewals. The role targets Fortune 500 and Global 2000 organizations, especially in financial services, asset management, and other highly regulated industries. The Account Director leads complex, multi-stakeholder sales cycles and positions IANS’s advisory, faculty and AAE access, Vendor Intelligence, peer benchmarking, and MCP connector offerings to secure multi-department, multi-year agreements. The role requires three days per week in the Boston office once ramped.

Requirements

Bachelor’s degree preferred or equivalent professional experience.
15+ years of enterprise sales experience, including 10+ years of new-logo acquisition.
Track record of closing six- and seven-figure, multi-year agreements with large, highly regulated enterprises.
Experience selling data, research, intelligence, or enterprise technology platforms into complex buying committees.
High fluency in AI and demonstrated impact using AI solutions to create client value and improve the sales process, beyond personal productivity gains.
Skills in executive prospecting, complex deal strategy, MEDDPICC qualification, business-case and ROI development, and procurement and contract negotiation.
A durable senior network across target industries.
Ability to learn IANS offerings quickly and translate them into a compelling business case for security, risk, and technology leaders.
Executive presence, resilience through long sales cycles, intellectual curiosity, low-ego collaboration, and credibility with C-level buyers.

Nice To Haves

Financial services experience is strongly preferred.
Cybersecurity knowledge is a plus.

Responsibilities

Prospect, open, and close new-logo opportunities with a named list of Fortune 500 and Global 2000 targets, focusing particularly on financial services, asset management, and other highly regulated industries.
Lead 6–12 month enterprise sales cycles from discovery and business-case development through security review, procurement, legal review, and executive sign-off.
Build relationships with CISOs, CIOs, CROs, and leaders in risk and operations to earn enterprise-wide agreements rather than single-department subscriptions.
Position the full IANS platform—including advisory, faculty/AAE access, Vendor Intelligence, peer benchmarking, and the MCP connector—to secure multi-department, multi-year agreements.
Generate pipeline through industry conferences, executive events, and an established senior network.
Create pursuit plans, stakeholder maps, compelling events, and mutual close plans; qualify opportunities with MEDDPICC and maintain accurate pipeline and forecasts in Salesforce.