*Hybrid role requiring minimum of 2 days on site in the Boston office
Compensation: $155,000.00 base + Commission
About the Opportunity
IANS is hiring a Senior Solutions Architect to own the technical side of our IANS MCP connector across the full client lifecycle — from the first deep demo, through trials and POCs, into onboarding, and on through ongoing client success. This is a hands-on, customer-facing individual-contributor role for a technical generalist: someone equally comfortable running a demo for a prospect’s security team, standing up a proof-of-concept, configuring a live connector at go-live, and keeping an established client’s integration healthy months later.
You’ll work alongside Account Executives and Account Managers across two connected motions. On the pre-sales side, you’re the technical partner who runs discovery, builds tailored demos, and answers the integration and security questions that surface during evaluation. On the post-sales side, you own installation, onboarding, and technical client success — configuring each connection, training teams, and making sure the integration keeps delivering value. Expect to spend more of your time on the post-sales side early on as our install base grows, with the balance shifting as the motion matures.
Because this function is still taking shape, part of the job is helping build it. You’ll define the processes, tools, runbooks, and reusable assets this motion needs to work at scale. This is a builder’s role in the scope of the work — not a promise of a particular future title or team. We’re looking for someone energized by shaping how the work gets done, comfortable with ambiguity, and happy being a jack-of-all-trades while the function finds its footing.
You won’t be building the IANS MCP servers themselves — Engineering owns that — but you’ll be the technical expert who turns IANS MCP into a solution each client trusts, adopts, and renews.
What You’ll Do:
Pre-Sales (Discovery & Demos)
- Partner with Account Executives and Account Managers on technical discovery, scoping how a prospect’s stack, security requirements, and AI tooling (Claude and other MCP clients) would connect to IANS.
- Build and deliver deep, tailored demos and stand up trial / proof-of-concept environments around a prospect’s own use cases — pulling IANS research, Ask-an-Expert, and account data into their AI assistant.
- Own the technical narrative in evaluations and RFPs: architecture diagrams, security and data-governance answers, entitlement models, and integration requirements.
- Act as the credible technical voice for the security, IT, and procurement stakeholders who need to trust the integration before they’ll sign.
Post-Sales (Onboarding & Client Success)
- Lead installation and onboarding for new clients: configuring their IANS MCP connection, entitlements, and data scope, and validating the integration end-to-end before go-live.
- Train client teams and internal Account Managers on how to use the IANS MCP integration day to day, including office hours and onboarding documentation.
- Serve as the primary technical point of contact through onboarding and the early client lifecycle — troubleshooting connector issues and coordinating with Engineering on anything that needs a fix upstream.
- Monitor adoption and usage post-launch, and run technical health checks ahead of renewals and QBRs alongside the Account Management team.
Building the Function
- Create and maintain the onboarding runbooks, configuration checklists, and a library of reusable demo / POC assets that let this motion scale beyond any one person.
- Help shape the tools and processes the function needs as it grows, and flag where repeatable systems should replace one-off effort.
- Feed prospect, client, and competitive signal back to Product and Engineering on which IANS MCP capabilities are winning, losing, or need work.
What You’ll Bring:
- 5–8 years in sales engineering, solutions architecture / consulting, technical account management, or implementation and onboarding — ideally spanning both pre- and post-sales, at a level where you’ve owned technical relationships end to end.
- Genuine interest in AI systems and dedicated, hands-on experience with LLMs, function calling / tool use, and agent-tool protocols like MCP — including real hands-on experience using Claude — enough to configure and troubleshoot them and to explain them clearly to non-technical buyers.
- Working knowledge of APIs and integration patterns (REST, OAuth, webhooks) — enough to configure, demo, and troubleshoot integrations, even if you’re not writing production code day to day.
- Comfort running technical conversations with security, IT, and procurement stakeholders, and translating their requirements into a workable integration plan.
- Strong presentation and documentation skills — you can build a demo, run a training session, and write a runbook a client can follow without you in the room.
- A generalist’s instinct: comfortable owning varied, ambiguous work across the full lifecycle without a fixed playbook to follow.
Nice to Have
- A cybersecurity background, or experience selling or supporting security products — and enough fluency to hold your own with CISOs and security teams.
- Hands-on experience with the Claude Agent SDK, or building/customizing MCP servers directly.
- Experience with data-as-a-service (DaaS) or data-platform products.
- Prior experience standing up client onboarding or implementation programs for a SaaS or data platform.
Why IANS
You’ll own the full technical arc of IANS’s newest product motion — from the first demo that wins a deal to the onboarding that makes it stick — with direct visibility to Sales, Product, and the clients who depend on IANS every day.
