Head of Enterprise GTM (MCP)

Join IANS, a leading provider of cyber security intelligence, as the Head of Enterprise GTM (MCP). In this strategic role, you will build, validate, and scale our new go-to-market approach for the Model Context Protocol (MCP), a product that extends our proprietary cyber security intelligence into AI tools used by enterprise security teams. You 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 built, the strategic clients secured, and the repeatable playbook created for broader market adoption.

• Establish and continuously refine the enterprise growth strategy, including account selection, value frameworks, executive engagement approaches and commercialization models.
• Lead and evolve a diagnostic sales motion that could include: discovery, value modeling, executive review, paid pilot and commercial close.
• 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.
• 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
• 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
• Excellent executive communication and facilitation skills, with the credibility to lead diagnostic conversations with CISOs and their leadership teams
• Comfort selling in ambiguous situations — pricing not yet finalized, packaging still evolving, comparison set still forming
• Proven ability to construct and present account-specific value models to executive buyers, anchored in client data rather than vendor talking points
• 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