VP of New Business

IANS•Boston, MA

1d•Hybrid

About The Position

IANS is seeking a Head of New Business to lead new client acquisition as the company evolves into IANS Intelligence, our practitioner-sourced engine where data, peer experience, and expert insight converge for security teams. This leader will own the new business quota-carrying organization end to end — approximately 25 individual contributors and their frontline managers. Reporting directly to the Chief Revenue Officer, this person will be a driving force behind how IANS goes to market as a data and intelligence company, not just an advisory firm.

Requirements

Bachelor's degree required; MBA a plus
10+ years of progressive sales leadership experience, including leading frontline managers and leaders of leaders
Experience in the data industry strongly preferred (understanding of how enterprises evaluate, budget for, and purchase data/intelligence products)
Deep, hands-on experience with MEDDPICC or comparable qualification frameworks (preferred)
Proven track record building and scaling new business teams, including manager-of-managers experience
Strong operational discipline — holds teams accountable to both process and results
Demonstrated use of AI/sales-productivity tools to drive team efficiency
Skilled cross-functional collaborator, particularly with Marketing, Product, and Enablement
Client-focused, mission-driven, collaborative leader who can inspire a team around IANS's purpose; strong executive presence with both internal stakeholders and enterprise economic buyers

Nice To Haves

MBA a plus
Experience in the data industry strongly preferred
Deep, hands-on experience with MEDDPICC or comparable qualification frameworks

Responsibilities

Own new business results across IANS: lead all quota-carrying new business reps and their managers (~25 ICs) to consistent, predictable pipeline generation and closed revenue
Instill a rigorous MEDDPICC-based sales process — multi-threading, economic buyer access, and internally-defensible business cases — as the operating standard across the new business org
Drive an AI-first approach to sales productivity, identifying and deploying tools/workflows that shift rep time away from admin and toward direct selling
Coach and develop talent at both the individual contributor and manager level, building a bench of future sales leaders
Partner cross-functionally with Marketing, Product, and Sales Enablement to ensure new business messaging, positioning, and tools are aligned to the IANS Intelligence strategy
Champion IANS's mission — ensuring the new business team understands and can articulate the critical role IANS plays in supporting security teams at client organizations
Bring a deep understanding of how enterprises evaluate and purchase data/intelligence products to sharpen how IANS sells into that buying motion