Arize AI - Director of Sales, EMEA
Upload My Resume
Drop here or click to browse · Tap to choose · PDF, DOCX, DOC, RTF, TXT
Requirements
• 4+ years of sales management experience building and scaling B2B SaaS teams in EMEA, with a demonstrable track record of growing revenue in the region. • 4+ years as an individual contributor in a technical sales role prior to management; you know what it takes to carry a quota and win complex, multi-stakeholder deals. • Deep knowledge of the EMEA market including regional buyer dynamics, business culture, legal considerations, and the competitive landscape across key sub-markets. • Proven track record of building and scaling teams from an early stage in a startup or high-growth company environment • Excellent communicator and cross-functional collaborator, you build trust with internal partners and communicate clearly up and down the organization across time zones. • Entrepreneurial mindset, you build programs, playbooks, and processes from scratch and are energized by the challenge of creating something new. • Strong command of AI tools and ability to leverage them to increase your team's productivity and effectiveness. • Experience selling AI infrastructure, developer tools, or data platforms to engineering and technical personas is a strong plus. • Established relationships with EMEA-based channel partners, system integrators, or cloud ecosystem partners. • The estimated annual salary and variable compensation for this role is between $300,000 - $320,000 USD, plus a competitive equity package. Actual compensation is determined based upon a variety of job related factors that may include: transferable work experience, skill sets, and qualifications. Total compensation also includes a comprehensive benefit package, including: medical, dental, vision, 401(k) plan, unlimited paid time off, generous parental leave plan, and others for mental and wellness support. • While we are a remote-first company, we have opened offices in New York City and the San Francisco Bay Area, as an option for those in those cities who wish to work in-person. For all other employees, there is a WFH monthly stipend to pay for co-working spaces.
Responsibilities
• Sales Leadership • Sales Leadership • Help support the team in actively selling into Enterprise and strategic accounts across the region while simultaneously building the team and playbook. • Recruit, hire, onboard, and develop a high-performing team of Account Executives spanning Enterprise, Expansion, and Digital Native segments • Coach and enable reps through deal reviews, call shadowing, and structured enablement, building sellers who can engage technical buyers, engineers, and AI practitioners with confidence. • EMEA Strategy & Playbook Development • Help build Arize's EMEA go-to-market strategy, defining territory structure, ideal customer profiles, competitive positioning, and prioritized sub-markets across the region. • Develop and execute a regional sales playbook tailored to EMEA buyer dynamics, including localized messaging, outbound motions, and enterprise deal frameworks. • Continuously iterate on tactics and sales motion based on market feedback, win/loss data, and rep performance, building a system that gets sharper over time. • Pipeline, Forecasting & Revenue Ownership • Partner with Sales leadership to drive EMEA revenue targets and be accountable for accurate, rigorous forecasting across the region. • Drive consistent pipeline generation through outbound, partnerships, and marketing-sourced motion, partnering with SDRs, RevOps, and Marketing to ensure top-of-funnel health. • Provide leadership with clear, data-driven visibility into EMEA performance, risks, and opportunities on a regular cadence. • Cross-Functional Collaboration & Partnerships • Partner closely with Technical Solutions/Solutions Engineering to ensure the team is equipped to run effective technical evaluations and POCs with engineering-led buyers. • Collaborate with Product and Marketing to provide EMEA-specific market feedback, inform roadmap priorities, and develop region-relevant content and campaigns. • Identify, develop, and support key channel and technology partnerships in the EMEA region. • Work cross-functionally to ensure seamless customer handoffs from sales to Customer Success, setting the foundation for long-term expansion in EMEA accounts.
No credit card. Takes 10 seconds.