Head of Enterprise GTM, MCP

Compensation is $200,000 base with opportunity for an additional $200,000 in variable compensation. This role requires 3 days on site in the Boston, MA office.

About the role

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.

Responsibilities

• Enterprise New Business Objectives
  • 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.
• Enterprise Growth Leadership
  • Serve as the single commercial owner for the MCP enterprise go-to-market across both new-business acquisition and existing-client expansion initiatives.
  • Own the new business enterprise pursuit strategy and heavily influence 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.
• Diagnostic Sales & Value Engineering
  • 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.
• Existing Client Expansion Leadership
  • 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.
• 2027 Readiness
  • 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.
• Cross-Functional Leadership

  Partner closely with our Chief Product Officer, Chief Revenue Officer, Chief Operating Officer, Faculty Leader and Marketing managers.

Qualifications

• 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.

Preferred Qualifications

• 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.

Success Metrics by EOY 2026

• 1–2 paid pilots in flight; 1+ commercial close at $300K+.
• A documented Enterprise Growth Playbook for prospects.
• A documented Enterprise Growth Playbook for renewing clients.
• Validated pricing and packaging recommendations.
• Reference clients and case studies that materially accelerate future sales cycles.