Arize AI - Expansion Account Executive (Boston)
Requirements
• 5+ years of B2B SaaS sales experience • Proven track record of driving expansion and upsell revenue within Enterprise accounts, bonus for selling AI/ML or data infrastructure software to VP and C-suite stakeholders. • Demonstrated success building and deepening executive relationships across Global 2000 organizations, engaging both technical leaders (AI/ML, data engineering, platform) and business decision-makers. • Expertise in developing multi-year account plans that expand Arize's footprint by aligning product value to evolving customer needs and AI initiatives. • Established ability to manage a robust and diverse pipeline of expansion opportunities, balancing near-term wins with long-term strategic growth within a collaborative go-to-market team. • Team player: Collaboration with peers and other organizations within Arize is critical to success, we deeply value the success of the collective team over individual gains • Strong communication skills: Clearly and objectively communicate observations from the field • Previous history of also working and closing new business deals and selling through product led experience • Arize’s mission is to make the world’s AI work—and work for people.Our founders came together through a shared frustration: while investments in AI are growing rapidly across every industry, organizations face a critical challenge—understanding whether AI is performing and how to improve it at scale. • Arize’s mission is to make the world’s AI work—and work for people. • Our founders came together through a shared frustration: while investments in AI are growing rapidly across every industry, organizations face a critical challenge—understanding whether AI is performing and how to improve it at scale.
Responsibilities
• Own the full expansion and renewal sales cycle across your book of business, executing a complex, value-based process that spans multiple stakeholders, teams, and use cases within each account. • Proactively identify and develop new growth opportunities by analyzing customer usage, mapping whitespace, and targeting high-value needs across business lines and technical teams. • Build and maintain executive relationships, creating awareness and buy-in at the VP and C-suite level to support pipeline growth and long-term account expansion. • Define and execute account strategies in close partnership with Solutions Managers and internal account teams to drive sales velocity and deliver customer outcomes. • Clearly articulate Arize's unique value - technically and commercially - tailoring your message to both technical practitioners and business decision-makers. • Forecast accurately and consistently, leveraging key metrics and pipeline data to provide visibility and inform go-to-market decisions. • Maintain rigorous hygiene in Salesforce, tracking all activity, opportunities, and account intelligence to support a high-performing revenue team. • Travel as needed to build relationships and engage customers on-site.
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