- Compensation
- $180,000 – $200,000Base + Bonus
- Experience
- 8+ yrs
- Employment
- Full-Time
Boston, MA (Hybrid) This role requires a minimum of 3 days a week onsite at our 125 High Street office in Boston, MA.
$180,000 - $200,000 + bonus
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 Database (VID) peer benchmarking platform deliver intelligence and structured benchmarks across the security organization, putting IANS insights where security leaders are already working.
IANS is shifting from a Research & Advisory-led sales model to a Data-as-a-Service model, which means sellers must now carry credibility on our buyers, our product, and our sales process without a SME to lean on during initial discovery calls. The Director of Sales Enablement owns this transformation end to end: the three-dimension curriculum (clients we serve, product knowledge, and MEDDPICC-anchored selling skills), the three audience tracks (Sales Managers, Account Executives, and Account Managers), and the team that delivers it. This role reports into Sales leadership and partners closely with Marketing, Product, and RevOps to keep the program current, credible, and measurable.
Own the enablement curriculum: build and continuously evolve the three-dimension program — buyer/persona playbooks, product launch enablement, and MEDDPICC selling skills — differentiated across the Sales Manager, Account Executive, and Account Manager tracks.
Lead from the front: certify the enablement team across all three dimensions ahead of every rollout, personally modeling the credibility bar the program asks of the field.
Build the AI-first enablement engine: operationalize the Shared Brain as the content and coaching backbone — win/loss capture, AI-assisted drafting of persona playbooks and launch assets, and in-the-moment seller access during deal prep.
Partner with RevOps on measurement: define the KPI set across knowledge, behavior, business outcome, and program-health metrics, and co-deliver the quarterly enablement performance report to leadership.
Manage the enablement team: coach and manage Sales Trainer and external Coaches and/or providers, partner with content SMEs across product and marketing including internal AI-enablement. Own the delivery cadence across async learning, group coaching, 1:1 office hours, and manager-led Meeting-in-a-Box sessions.
Education: Bachelor's degree required; advanced degree in a related field a plus.
Experience: 8+ years in sales enablement, sales leadership, or sales training, ideally within B2B SaaS, data/intelligence services, or professional services; direct experience building or scaling an enablement function from the ground up strongly preferred.
Skills:
AI-first leader who is comfortable leveraging tools including Claude to reduce cycle times on asset creation and to identify productivity enhancements for the field
Deep fluency in MEDDPICC or a comparable qualification methodology, with experience training it to a field sales team
Instructional design and curriculum development across async, live, and manager-led formats
Experience with enablement/LMS tooling and AI-assisted content workflows
Comfort building and reading KPI dashboards in partnership with RevOps
Strong cross-functional program management across Sales, Marketing, and Product
Certifications: MEDDPICC / MEDDIC certification preferred; willingness to obtain within the first 90 days if not already certified.
Interpersonal Skills: Executive-level communication and facilitation skills; a coaching presence that earns credibility with senior sellers and Sales Managers; ability to influence Marketing, Product, and RevOps stakeholders without direct authority over them.
Why Join Us?
Impact: You will lead the capability shift that makes IANS's move to Data-as-a-Service selling actually work in the field — turning every seller into a credible voice on our buyers, our product, and our process.
Culture: A collaborative, data-informed GTM organization that treats enablement as a strategic function, not a training calendar, and expects its enablement leaders to lead from the front.
Benefits: Competitive salary, health benefits, and professional development opportunities, including access to the same AI-first tooling (Shared Brain) you'll be building the program around.
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IANSIan's Research is a cybersecurity research firm that provides benchmark data, market trends, and insights on the CISO (Chief Information Security Officer) role. They conduct surveys of security leaders to help organizations understand evolving responsibilities and best practices in the cybersecurity industry.
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