Expansion Account Executive (San Francisco)

About Arize AI is rapidly transforming the world. As generative AI reshapes industries, teams need powerful ways to monitor, troubleshoot, and optimize their AI systems. That’s where we come in. Arize AI is the leading AI & Agent Engineering observability and evaluation platform, empowering AI engineers to ship high-performing, reliable agents and applications. From first prototype to production scale, Arize AX unifies build, test, and run in a single workspace—so teams can ship faster with confidence. We’re a Series C company backed by top-tier investors, with over $135M in funding and a rapidly growing customer base of 150+ leading enterprises and Fortune 500 companies. Customers like Booking.com, Uber, Siemens, and PepsiCo leverage Arize to deliver AI that works. The Opportunity: We're looking for a driven Enterprise Expansion Account Executive to own and grow revenue within Arize's existing customer base. You'll work with AI engineers, Data Scientists, and platform teams who are already using our Enterprise platform - helping them unlock more value, expand into new teams, and deepen their investment as their AI initiatives scale. This is a high-impact, high-ownership role at the intersection of a fast-moving product and a customer base growing rapidly alongside the AI industry. What You’ll Do: 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. What We’re Looking For: 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 The estimated annual salary and variable compensation for this role is between $250,000 - $300,000, 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. More About Arize 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. Learn more about what we're doing here: https://techcrunch.com/2025/02/20/arize-ai-hopes-it-has-first-mover-advantage-in-ai-observability/ https://arize.com/blog/arize-ai-raises-70m-series-c-to-build-the-gold-standard-for-ai-evaluation-observability/ Diversity & Inclusion @ Arize Our company's mission is to make AI work and make AI work for the people, we hope to make an impact in bias industry-wide and that's a big motivator for people who work here. We actively hope that individuals contribute to a good culture Regularly have chats with industry experts, researchers, and ethicists across the ecosystem to advance the use of responsible AI Culturally conscious events such as LGBTQ trivia during pride month We have an active Lady Arizers subgroup