Best suited to sales leaders with data industry experience working in enterprise security.
Derived from job-description analysis by Serendipath's career intelligence engine.
Original posting from IANS via Greenhouse
Vice President, New Business
$230,000 - $260,000 + bonus/commissions
This role will require no less than 3 days a week on site in the 125 High Street, Boston, MA office.
About Us
IANS is the trusted intelligence partner for enterprise CISOs and security leaders. We provide actionable advisory, peer benchmarking, and proprietary data that help security organizations make faster, more confident decisions. Our MCP connector and Vendor Intelligence peer benchmarking platform deliver intelligence and structured benchmarks across the security organization, putting IANS insights where security leaders are already working.
Role Overview
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.
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
Requirements
Education
Bachelor's degree required; MBA a plus
Experience
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)
Skills
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
Certifications
None required
Interpersonal Skills
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
Location
Boston-based strongly preferred; this is a hybrid role with 3 days in our Boston office each week. Candidates outside Boston must be willing and able to travel extensively
Why Join Us?
Impact
This leader will directly shape IANS's next chapter — leading the commercial evolution to IANS Intelligence..
Culture
We foster a mission-driven, collaborative environment where every role connects back to helping security teams do their jobs better.
Benefits
Competitive salary, health benefits, and professional development opportunities.
About Us
IANS is the trusted intelligence partner for enterprise CISOs and security leaders. We provide actionable advisory, peer benchmarking, and proprietary data that help security organizations make faster, more confident decisions. Our MCP connector and Vendor Intelligence peer benchmarking platform deliver intelligence and structured benchmarks across the security organization, putting IANS insights where security leaders are already working.
Role Overview
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.
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
Requirements
Education
Bachelor's degree required; MBA a plus
Experience
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)
Skills
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
Certifications
None required
Interpersonal Skills
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
Location
Boston-based strongly preferred; this is a hybrid role with 3 days in our Boston office each week. Candidates outside Boston must be willing and able to travel extensively
Why Join Us?
Impact
This leader will directly shape IANS's next chapter — leading the commercial evolution to IANS Intelligence..
Culture
We foster a mission-driven, collaborative environment where every role connects back to helping security teams do their jobs better.
Benefits
Competitive salary, health benefits, and professional development opportunities.
Source: IANS careers (Greenhouse)