Expansion Account Executive

About the role

You own the strategic growth and retention of Arize AI's existing enterprise customer base from the New York remote hub. You partner with AI engineers and platform teams to uncover high-value expansion opportunities across technical and business stakeholders. You translate complex product capabilities into clear, value-based narratives that resonate with both technical practitioners and executive decision-makers. You act as a trusted advisor, guiding customers to deepen their investment and realize more value from the Arize AX platform. You own the full expansion and renewal lifecycle with rigorous forecasting and pipeline management in Salesforce. You collaborate closely with Solutions Managers and internal teams to design and execute account plans that drive measurable outcomes. You proactively identify whitespace and new use cases to expand seat count and usage across multiple teams within each account.

Key facts

What you'll do

Own the end-to-end expansion and renewal sales cycle for a book of business, navigating complex stakeholders and multiple use cases to unlock value.

Analyze customer usage patterns and map whitespace to identify high-impact growth opportunities across business lines and technical teams.

Build and maintain executive-level relationships, securing buy-in from VPs and C-suite leaders to support long-term account expansion.

Develop and execute multi-year account strategies in partnership with Solutions Managers and internal teams to accelerate sales velocity.

Articulate Arize's technical and commercial value clearly, tailoring messaging for both AI engineers and business decision-makers.

Forecast expansion and renewal outcomes with accuracy, using key metrics and pipeline data to inform GTM decisions and prioritize actions.

Maintain immaculate Salesforce hygiene, documenting all activity, opportunities, and account intelligence to support a high-performing revenue engine.

Travel as needed to engage customers on-site and strengthen in-person relationships where it matters most.

Champion customer outcomes by aligning Arize capabilities with evolving AI initiatives and product roadmaps.

Identify and pursue new product-led and commercial paths that deepen adoption and expand the strategic footprint of Arize within accounts.

Partner with customer success and product teams to turn insights into actionable expansion plays and measurable ROI.

Leverage data and customer health signals to proactively address risks and maximize expansion win rates across the portfolio.

Requirements

Bring 5 or more years of B2B SaaS sales experience with a strong track record in enterprise environments.

Demonstrate a proven ability to drive expansion and upsell revenue within large Enterprise accounts, with bonus experience selling AI, ML, or data infrastructure solutions to VP and C-suite stakeholders.

Show a history of building and deepening executive relationships across Global 2000 organizations, engaging both technical leaders such as AI/ML and data engineering leaders and business decision-makers.

Expertise in developing and executing multi-year account plans that expand Arize's footprint by aligning product value with evolving customer needs and AI initiatives.

Possess established capability to manage a robust and diverse pipeline of expansion opportunities, balancing near-term wins with long-term strategic growth.

Work effectively as a team player, collaborating with peers and other organizations within Arize, deeply valuing the success of the collective team over individual gains.

Communicate clearly and objectively, articulating observations from the field to both technical and business audiences with precision.

Have previous experience closing new business deals and selling through product-led motion to inform expansion strategies.

Demonstrate comfort with ambiguity and the ability to thrive in a fast-moving, growth-stage environment shaping the future of AI observability.

Bring strong ownership and accountability for outcomes, using data and customer feedback to continuously refine your approach.

Nice to have

Experience selling into AI/ML, data science, and platform engineering teams within enterprise organizations.

Background working with leading AI observability, monitoring, or MLOps platforms.

Familiarity with modern AI workflows, model deployment patterns, and the challenges of operating generative AI in production.

Understanding of data infrastructure and how observability ties into model performance and business KPIs.

Practical notes

This role is fully remote based in New York.

Travel may be required as needed to engage customers and strengthen relationships.

Candidates must be eligible to work in the United States without sponsorship at this time.