Account Director, Enterprise Account Management

Boston, MA. Posted 10 days ago

The role

The Account Director grows strategic accounts from departmental subscriptions to multi-department agreements. This role involves multi-threading across security organizations and using intelligence tools to expand adoption.

What you will do

Own the full renewal cycle including pricing, contract restructuring, and multi-year agreements
Monitor usage dashboards and intervene before churn signals escalate
Build relationships across SOC, GRC, IAM, AppSec, and engineering security teams
Identify and close upsell and cross-sell opportunities for MCP, VID, and faculty/AAE access
Identify and close pen-tests, security assessments and other consulting offerings
Build and execute 12–18 month strategic account plans
Run quarterly business reviews to surface opportunities and demonstrate ROI

Required qualifications

Minimum of 8 years proven success growing ACV within existing accounts through upsell, cross-sell, department expansion, complex renewals, or multi-year agreements
High level of fluency and demonstrated impact using AI solutions to create value for clients and to improve the sales process
Multi-threaded account management
Stakeholder mapping
Commercial negotiation
Strategic account planning
Adoption management
Renewal execution
Usage-data analysis
Executive communication
Ability to understand new offerings to identify expansion triggers and position MCP and VID
Strong communication, intellectual curiosity, low-ego collaboration, sound judgment, proactive ownership, and the ability to earn credibility with technical and executive audiences

Nice to have

Bachelor’s degree

Benefits

Variable earnings
Medical, dental, and vision coverage
401(k) with company match
Hybrid work
Professional development opportunities
Clear path to Regional Sales Director, Client Business

About the company

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