Enterprise Account Executive, East

About the role

You will own the end-to-end sales cycle for new enterprise customers in the New York region, acting as the primary business owner from initial discovery to expansion. You will partner with product and engineering teams to communicate customer feedback and drive feature prioritization that strengthens the Arize AI platform. You will build and maintain relationships with AI and ML leaders, positioning Arize as the central observability and evaluation platform for responsible AI growth. You will leverage data and insights to identify high-impact opportunities and articulate the value of Arize AX in solving critical production challenges. You will act as a trusted advisor, guiding prospects through complex buying decisions and aligning solutions with business objectives. You will collaborate closely with customer success to ensure smooth onboarding and early adoption, reinforcing long-term retention and expansion. You will represent Arize at industry events and community gatherings, strengthening the brand presence within the AI ecosystem.

Key facts

What you'll do

Identify and qualify new enterprise opportunities within the New York metro area and EST time zone using strategic prospecting.

Conduct in-depth discovery sessions with AI and ML stakeholders to map pain points and align Arize capabilities to business outcomes.

Build and execute tailored sales plays for each target account, including messaging, talk tracks, and proof of concept plans.

Manage end-to-end sales cycles, tracking progress through pipeline stages and forecasting with accuracy.

Collaborate with solutions engineering to design demos and trials that clearly showcase the value of Arize AX.

Coordinate closely with customer success to ensure smooth onboarding, adoption, and ongoing value realization.

Develop and maintain strong relationships with technical and executive sponsors at target accounts.

Utilize BANT or MEDDIC methodologies to navigate complex enterprise buying processes and decision criteria.

Analyze competitive landscape and customer buying patterns to refine positioning and overcome objections.

Own key performance metrics including pipeline creation, win rates, and quota attainment.

Support marketing initiatives by providing frontline insights from customer interactions and market feedback.

Champion the Arize vision in AI observability and evaluation within the broader AI/ML community.

Leverage data and analytics to prioritize high-value segments and optimize sales activities.

Act as a strategic advisor to prospects, helping them define and achieve their AI reliability and performance goals.

Requirements

5+ years of enterprise SaaS sales experience with a proven track record of closing complex deals.

Strong understanding of AI, machine learning, and MLOps concepts and how they translate into enterprise value.

Experience selling into technical and executive stakeholders within large organizations.

Demonstrated ability to manage multiple opportunities simultaneously while maintaining high attention to detail.

Excellent verbal and written communication skills, with the ability to tailor messaging for diverse audiences.

Self-driven mindset with strong problem-solving skills and the discipline to work independently in a remote setup.

Comfortable navigating ambiguity and thriving in a fast-paced, growth-oriented environment.

Proficiency with CRM tools, sales automation, and collaboration platforms to manage pipeline and reporting.

Willingness to travel occasionally for customer meetings, industry events, and team gatherings within the New York region.

Nice to have

Prior experience in AI, observability, or monitoring platforms within a SaaS environment.

Background in startups or high-growth companies where agility and ownership are highly valued.

Experience with BANT or MEDDIC sales methodologies and formal sales training.

Practical notes

This role is full-time and remote-based, with a primary work location in the New York City metro area and EST time zone alignment. Occasional travel may be required for customer visits, prospecting activities, and industry events. There are no specific visa sponsorship details or published deadlines provided for this position.