Sr. Account Director, Enterprise New Business

IANS•Boston, MA

4d•Hybrid

About The Position

The Senior Enterprise Account Director is a senior individual contributor responsible for opening and closing large, complex enterprises in North America that do not yet work with IANS. The 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-business wins rather than territory coverage or renewals. The position targets Fortune 500 and Global 2000 organizations, particularly in financial services, asset management, and other highly regulated industries. The Account Director leads end-to-end sales cycles typically lasting 6–12 months, develops executive relationships, and positions IANS’s advisory, faculty/AAE access, Vendor Intelligence, peer benchmarking, and MCP connector offerings in multi-department agreements. The role reports to the Director of Enterprise Sales. The position requires on-site collaboration three days per week in the Boston office once ramped. Compensation includes a base salary of $200,000–$225,000, depending on experience, plus uncapped variable compensation.

Requirements

15+ years of enterprise sales experience, including 10+ years in new-logo acquisition.
A 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, 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 across long sales cycles, intellectual curiosity, low-ego collaboration, and credibility with C-level buyers.

Nice To Haves

Bachelor’s degree or equivalent professional experience.
Financial services experience.
Cybersecurity knowledge.

Responsibilities

Prospect, open, and close a named list of Fortune 500 and Global 2000 targets, focusing deliberately on financial services, asset management, and other highly regulated industries.
Lead 6–12 month, multi-stakeholder 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 peers in risk and operations to secure enterprise 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 win multi-department, multi-year agreements from day one.
Use industry conferences, executive events, and a senior professional network to generate pipeline beyond marketing and SDR programs.
Develop pursuit plans with stakeholder maps, compelling events, and mutual close plans; qualify opportunities using MEDDPICC and maintain accurate pipeline and forecasts in Salesforce.