Sr. Account Director, Enterprise New Business

The role

The Senior Enterprise Account Director will prospect, open, and close Fortune 500 and Global 2000 targets. You will run multi-stakeholder sales cycles to land multi-year enterprise agreements.

What you will do

• Prospect, open, and close a named list of Fortune 500 and Global 2000 targets
• Run 6–12 month, multi-stakeholder sales cycles end to end
• Build relationships with CISOs, CIOs, CROs, and peers in risk and operations
• Position the full IANS platform to land multi-department, multi-year agreements
• Use industry conferences and executive events to create pipeline
• Build pursuit plans with stakeholder maps and mutual close plans
• Qualify with MEDDPICC and keep pipeline and forecast accurate in Salesforce

Required qualifications

• 15+ years of enterprise sales
• 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 level of fluency and demonstrated impact using AI solutions to create value for clients and to improve the sales process
• Executive prospecting
• Complex deal strategy
• MEDDPICC qualification
• Business-case and ROI development
• Procurement and contract negotiation
• Durable senior network across target industries
• Ability to learn IANS’s offerings quickly and translate them into a compelling business case

Nice to have

• Bachelor’s degree
• Financial services experience
• Cybersecurity knowledge

Benefits

• Uncapped variable earnings
• Medical coverage
• Dental coverage
• Vision coverage
• 401(k) with company match
• Hybrid work
• Professional development opportunities

About the company

IANS is the trusted intelligence partner for enterprise CISOs and security leaders. They provide actionable advisory, peer benchmarking, and proprietary data.