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 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 ...