Expansion Account Executive

About the role

Arize AI is seeking a dedicated and experienced professional to focus on expanding revenue within our existing enterprise client base. In this role, you will partner closely with AI and data teams that are already utilizing our platform to help them unlock greater value and broaden their adoption as their AI initiatives grow and evolve. This position is vital at the intersection of a rapidly advancing product and a customer base that is expanding in line with the growth of the AI industry. You will be responsible for managing relationships, identifying new opportunities, and ensuring long-term account success, all while working within a fast-paced, innovative environment. The role offers an exciting opportunity to contribute to the growth of a cutting-edge company that is shaping the future of AI observability and data infrastructure.

Key facts

Location: Remote

Engagement: Full-time

Salary/

Compensation: $250,000 - $300,000 annually, plus equity.

Team: Revenue

What you'll do

• Manage the entire expansion and renewal sales process for your assigned accounts, guiding complex, value-driven sales cycles that involve multiple stakeholders and diverse use cases.
• Proactively identify new growth opportunities by analyzing customer usage patterns, uncovering unmet needs, and addressing high-value requirements across different business units and technical departments.
• Develop and nurture relationships with executive leadership, fostering awareness and support for pipeline development and long-term account expansion.
• Collaborate with Solutions Managers and internal account teams to craft and execute strategic account plans that accelerate sales growth and ensure customer success.
• Clearly communicate Arize's distinct value proposition, tailoring your messaging to resonate with both technical users and business decision-makers, emphasizing the platform's benefits and ROI.
• Provide accurate and timely sales forecasts, utilizing key performance indicators and pipeline data to inform strategic decision-making and resource allocation.
• Maintain detailed records of all activities, opportunities, and account information within Salesforce, ensuring transparency and enabling effective team collaboration.
• Travel as required to build strong relationships, conduct in-person meetings, and engage with customers directly to deepen trust and understanding.
• Work closely with customer success teams to ensure clients are satisfied with the platform, identify expansion opportunities, and facilitate renewals.
• Stay informed about industry trends, competitive landscape, and emerging customer needs to better position Arize's offerings and anticipate future growth areas.
• Participate in regular team meetings, strategy sessions, and training to stay aligned with company goals and sales best practices.

Requirements

• A minimum of 5 years of experience in B2B SaaS sales, with a proven track record of success in enterprise environments.
• Demonstrated success in driving expansion and upsell revenue within existing accounts, particularly in selling AI/ML or data infrastructure software to VP and C-suite level contacts.
• Strong ability to build and deepen relationships with executives in Global 2000 organizations, engaging both technical leaders (such as AI/ML engineers, data engineers, platform teams) and business decision-makers.
• Expertise in creating multi-year account plans that align product value with evolving customer needs and AI initiatives, helping to grow Arize's presence in strategic accounts.
• Proven capability to manage a diverse pipeline of expansion opportunities, balancing immediate sales wins with long-term strategic growth within a collaborative, team-oriented environment.
• Excellent communication skills, capable of objectively conveying insights from the field and translating technical features into business value.
• Experience closing new business deals and employing product-led sales approaches, demonstrating the ability to navigate complex sales cycles.
• Ability to work independently and proactively in a remote setting, managing time effectively and maintaining high levels of motivation.
• Familiarity with Salesforce or similar CRM tools for tracking activities, opportunities, and account information.
• A strong understanding of AI, data infrastructure, or related technology sectors is preferred but not mandatory.

Nice to have

• Experience selling AI observability or evaluation platforms, which would bring additional insight into our product space.
• Prior exposure to enterprise sales environments involving technical decision-makers and C-level executives.
• Knowledge of the AI/ML industry landscape, including current trends, challenges, and key players.
• Background in developing long-term strategic account plans that align with customer growth trajectories.

Skills & tools

• Salesforce or equivalent CRM platform for managing sales pipeline and account data.
• Excellent interpersonal and relationship-building skills.
• Strong presentation and negotiation skills.
• Ability to analyze data and usage patterns to identify growth opportunities.
• Effective communication skills tailored to technical and executive audiences.

Practical notes

Arize AI operates as a remote-first company, providing flexibility for employees to work from anywhere. For those who prefer in-person collaboration, offices are available in New York City and the San Francisco Bay Area. Remote employees are supported with a monthly stipend to cover co-working space expenses, ensuring they have a productive work environment. Visa sponsorship is not available for this role, so candidates must have the right to work in their location without sponsorship. The company offers a comprehensive benefits package, including medical, dental, and vision insurance, a 401(k) plan, unlimited paid time off, generous parental leave, and wellness support. Regular team meetings, training sessions, and strategy discussions are part of the company culture to promote continuous learning and alignment with company goals. This role provides an excellent opportunity to be part of a fast-growing, innovative company at the forefront of AI observability, with a focus on strategic account expansion and long-term customer success.