Account Director Enterprise - Retention & Growth
Compensation: Base salary of $110,000-$130,000, dependent on experience and segment. This role includes uncapped variable compensation. On-site collaboration is essential; we require 3 days in the Boston office each week.
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:
The Account Director is not a renewal manager. This role is an expansion engine - growing IANS''s most strategic accounts from $65K-$100k departmental subscriptions to $200K-$300K+ multi-department agreements. Account Directors multi-thread across the security org, use Vendor Intelligence and benchmarking tools as a wedge into new departments, and position MCP as an adoption mechanism that makes IANS indispensable.
Responsibilities
- Renewal Ownership: Own the full renewal cycle, including pricing adjustments, contract restructuring, and multi-year agreements for your named book.
- Adoption Management: Monitor usage dashboards, flag dark seats, and intervene before churn signals escalate.
- Account Expansion: Build relationships beyond the CISO across SOC, GRC, IAM, AppSec, and engineering security teams to expand IANS adoption.
- Product Growth: Identify and close upsell and cross-sell opportunities for MCP workflow integration, VID peer benchmarking, and faculty/AAE access.
- Consulting: Identify and close pen-tests, security assessments and other consulting offerings within your client base.
- Strategic Planning: Build and execute 12-18 month strategic account plans with stakeholder maps, expansion paths, and renewal timelines.
- Executive Business Reviews: Run quarterly business reviews that go beyond usage reporting to surface new opportunities and demonstrate ROI.
Requirements
- Education: Bachelor's degree preferred or equivalent professional experience.
- Experience: Minimum of 8 years proven success growing ACV within existing accounts through upsell, cross-sell, department expansion, complex renewals, or multi-year agreements.
- AI Fluency: High level of fluency and demonstrated impact using AI solutions to create value for clients and to improve the sales process. Examples should go well beyond using AI for personal productivity gains.
- Skills: Multi-threaded account management, stakeholder mapping, commercial negotiation, strategic account planning, adoption management, renewal execution, usage-data analysis, and executive communication.
- Product Orientation: Ability to understand new offerings well enough to identify expansion triggers and position MCP and VID before bringing in additional support.
- Interpersonal Skills: Strong communication, intellectual curiosity, low-ego collaboration, sound judgment, proactive ownership, and the ability to earn credibility with technical and executive audiences.
Why Join Us?
- Impact: This role directly contributes to IANS' retention, expansion, and enterprise adoption by turning strategic client relationships into broader, stickier partnerships.
- Culture: We are a collaborative, low-ego team that values intellectual curiosity, rigorous thinking, customer obsession, and genuine interest in how security organizations make decisions.
- Benefits: IANS offers competitive compensation, variable earnings, medical, dental, and vision coverage, a 401(k) with company match, hybrid work, professional development opportunities, and a clear path to Regional Sales Director, Client Business.