Head of Enterprise GTM, MCP

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 buildin g, 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 prospect s 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, i t is a builder role for someone energized by category creation, comfortable engaging CISOs and other executive s and excited by the challenge of winning the first deals in a new market through diagnostic insight s , 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.