VP of New Business

🏢 Ians · 📍 125 High Street, Boston, M · 💼 onsite 💰 $230,000 - $260,000 / yr

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Position Summary & Responsibilities

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

🎯 Candidate Preparation Guide For Ians Applicants

Key Role Competencies & Evaluation Highlights

Key Role Focus:

Cybersecurity risk management maturity, CISO-level advisory acumen, and translating threat intelligence into actionable enterprise defense strategy.

📋 Preparation Priorities (Key Areas to Clarify):

1. Adopting an alarmist, 'the sky is falling' attitude instead of taking a measured, risk-adjusted approach
2. Lacking an understanding of the business constraints that CISOs face daily when allocating budgets
3. Providing generic security advice rather than tailored, context-specific threat mitigation strategies

✨ Recommended Role Alignment Hook:

I help organizations operationalize cybersecurity not as a blocker, but as a strategic business enabler aligned directly with executive risk appetite.

🔒 Free Candidate Preparation Access

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