AI Solutions Manager, Digital Native

About the role

You will own the end-to-end success of SMB and Mid-Market AI/ML customers within the San Francisco Bay Area, acting as the primary strategic partner for Arize AI's most innovative clients. You will build and deepen relationships with AI practitioners and executives to uncover new use cases, drive adoption of the Arize AX platform, and expand usage across customer accounts at scale. This role requires you to shape product use cases by translating customer feedback into actionable insights that influence the Arize product roadmap and go-to-market strategy. You will conduct discovery sessions to understand customer goals, share the Arize vision, and demonstrate platform capabilities to propose tailored solutions that deliver measurable business outcomes. You will partner closely with Solutions Engineering and Application Engineering to navigate complex technical implementations, ensuring smooth deployments and adherence to best practices for AI observability. You will own the full expansion and renewal sales cycle, running business reviews to demonstrate account value, identify growth opportunities, and strengthen long-term customer partnerships. Finally, you will maintain rigorous hygiene in CRM and internal tooling to support a high-performing revenue team and enable data-driven decision-making across the organization.

Key facts

What you'll do

• Build and deepen relationships with AI/ML practitioners and executives to foster adoption, uncover new use cases, and drive expanded usage across customer accounts.
• Conduct discovery with customers to understand their goals, share the Arize vision, demonstrate product capabilities, and propose tailored solutions that align with business objectives.
• Collaborate with technical teams, including Solutions Engineering and Application Engineering, to address complex customer needs, ensure smooth implementation, and advise on technical best practices for AI observability.
• Run workshops and training sessions with customers during onboarding to ensure rapid time-to-value and effective platform utilization.
• Run business reviews to demonstrate account value, identify areas of opportunity, and strengthen customer partnerships through data-driven insights and strategic guidance.
• Proactively identify and develop new growth opportunities by analyzing customer usage patterns, product adoption metrics, and stakeholder feedback to target high-value needs.
• Own the full expansion and renewal sales cycle across your book of business, managing pipeline, forecasting, and stakeholder alignment to meet and exceed quotas.
• Maintain rigorous hygiene in CRM and internal tooling, ensuring accurate data, clean records, and actionable insights to support a high-performing revenue team.
• Partner with cross-functional stakeholders to align on product positioning, messaging, and go-to-market initiatives that resonate with SMB and Mid-Market AI teams.
• Act as the voice of the customer within Arize, synthesizing feedback, success metrics, and competitive insights to influence product strategy and roadmap priorities.
• Develop and execute account plans that outline clear objectives, key results, and milestone tracking to ensure consistent progress and measurable outcomes.
• Support customer advocacy initiatives, including case studies, references, and testimonials, to reinforce the Arize brand and drive social proof in the market.
• Monitor industry trends, competitive activity, and AI observability best practices to continuously refine your consultative selling approach.
• Collaborate with Sales Development Representatives and Marketing teams to create targeted outreach campaigns that engage prospects and accelerate pipeline growth.
• Provide detailed quarterly business reviews that highlight ROI, platform usage, and strategic opportunities to expand within existing accounts.

Requirements

• 2+ years of experience as a Customer Success Manager in SaaS, with a focus on enterprise or high-touch B2B environments.
• Proven track record of driving expansion and upsell revenue with strong retention and net revenue retention metrics.
• Demonstrated ability to manage complex, multi-stakeholder relationships in fast-paced, high-growth technology companies.
• Experience working with AI, ML, or data infrastructure platforms is strongly preferred, with a deep understanding of model observability concepts.
• Exceptional communication and presentation skills, with the ability to translate technical concepts into clear, actionable insights for executive audiences.
• Strong analytical mindset, with proficiency in interpreting data, identifying trends, and using insights to drive strategic decisions.
• Self-motivated mindset with the discipline to manage multiple priorities, meet strict deadlines, and maintain high standards of quality and ownership.
• Comfortable working remotely in a distributed team while maintaining strong collaboration and alignment with cross-functional partners.
• Willingness to travel occasionally for customer workshops, industry events, and strategic offsites as required by the role.
• Ability to thrive in a fast-paced, iterative environment where responsibilities evolve rapidly alongside company growth.
• Commitment to maintaining the highest level of professionalism, integrity, and customer trust in all interactions.
• Experience using CRM tools such as Salesforce, HubSpot, or similar platforms to manage complex deal cycles and pipeline hygiene.
• Understanding of subscription-based revenue models, ARR forecasting, and stakeholder management best practices.

Nice to have

• Prior experience with AI/ML observability tools or platforms focused on model performance monitoring and evaluation.
• Background in startups or high-growth technology companies where agility and ownership are critical to success.
• Familiarity with Arize AI products, including Arize AX, and knowledge of AI/Agent Engineering workflows.
• Experience running workshops or training sessions for technical audiences in AI or data-intensive domains.
• Track record of building and maintaining executive-level relationships in enterprise software sales environments.

Practical notes

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This role represents a rare opportunity to grow alongside a leading AI company that is redefining how the world builds and deploys intelligent systems. If you are passionate about AI observability, customer success, and driving measurable business impact, we encourage you to apply and join the Arize AI team in shaping the future of AI engineering.