Sr. Account Director, Enterprise New Business

The Senior Enterprise Account Director is IANS's big game hunter, a senior individual contributor who opens the largest, most complex enterprises in North America that do not yet work with IANS. Reporting to the Director of Enterprise Sales, you will land new logos at $150K+ first-year ACV, sell enterprise-wide rather than one department at a time, and build multi-year partnerships from the first contract. This is not a territory-coverage or renewal role: success is measured in landmark wins that reshape the enterprise book.

Responsibilities

New-Logo Acquisition: prospect, open, and close a named list of Fortune 500 and Global 2000 targets, with a focus on financial services, asset management, and other highly regulated industries; Enterprise Deal Leadership: run 6–12 month, multi-stakeholder sales cycles end to end, from discovery and business case through security review, procurement, legal, and executive sign-off; Executive Access: build relationships with CISOs, CIOs, CROs, and their peers in risk and operations to sell enterprise agreements; Land Big: position the full IANS platform (advisory, faculty/AAE access, Vendor Intelligence, peer benchmarking, and the MCP connector) to land multi-department, multi-year agreements from day one; Market Presence: use industry conferences, executive events, and a senior network to create pipeline; Pursuit Planning & Forecast: build pursuit plans with stakeholder maps, compelling events, and mutual close plans; qualify with MEDDPICC and keep pipeline and forecast in Salesforce accurate

Requirements

Bachelor's degree preferred or equivalent professional experience; 15+ years of enterprise sales, including 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 improve the sales process; executive prospecting, complex deal strategy, MEDDPICC qualification, business-case and ROI development, procurement and contract negotiation, and a durable senior network across target industries; ability to learn IANS's offerings quickly and translate them into a compelling business case for security, risk, and technology leaders; executive presence, resilience across long sales cycles, intellectual curiosity, low-ego collaboration, and credibility to earn time with C-level buyers

Nice to have

Financial services experience strongly preferred; cybersecurity knowledge

Benefits

Competitive compensation; uncapped variable earnings; medical, dental, and vision coverage; 401(k) with company match; hybrid work; professional development opportunities