Head of Enterprise GTM, MCP
Compensation is $200,000 base + opportunity for an additional $200,000 in variable compensation
This role requires 3 days on site in the Boston, MA office.
About this Opportunity
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.
Position Summary
The Head of Enterprise GTM, MCP is the commercial leader responsible for building, validating and then scaling IANS's enterprise go-to-market for the MCP.
This role serves as the single commercial owner across both new-business acquisition and existing-client expansion efforts. Enterprise Account Executives and Account Managers will retain ownership of the day-to-day prospects and client relationships. This role will establish the commercial strategy, value frameworks, executive engagement approach and operating discipline that connects all enterprise growth efforts into a unified and scalable process.
Success will be measured by the quality of the enterprise motion that is built, the strategic clients secured and the repeatable playbook created for broader market adoption.
This is not a quota-carrying role. Rather, it is a builder role for someone energized by category creation, comfortable engaging CISOs and other executives and excited by the challenge of winning the first deals in a new market through diagnostic insights, value engineering and disciplined experimentation.
Key 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. In practice, this means owning the new business enterprise pursuit strategy and heavily influencing 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
In this role, you will 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.
What Success Looks Like 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.
