Commercial Account Executive, Digital Native (San Francisco)

About this role

<div class="content-intro"><h3>About Arize</h3> <p>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. <strong data-stringify-type="bold">Arize AI is the leading AI & Agent Engineering observability and evaluation platform</strong>, 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.</p> <p>We’re a <strong data-stringify-type="bold">Series C</strong> company backed by top-tier investors,<strong data-stringify-type="bold"> </strong>with<strong data-stringify-type="bold"> over $135M in funding</strong> and a rapidly growing customer base of <strong data-stringify-type="bold">150+ leading enterprises and Fortune 500 companies. </strong>Customers like <a class="c-link" href="http://booking.com/" target="_blank" data-stringify-link="http://Booking.com" data-sk="tooltip_parent">Booking.com</a>, Uber, Siemens, and PepsiCo leverage Arize to deliver AI that works.</p></div><p><strong>The Team</strong></p> <p><span style="font-weight: 400;">Our engineering team builds systems that interact with some of the most complex software  ever deployed in production. The team is composed of industry veterans that have built deep learning infrastructure, autonomous drones, ridesharing marketplaces, ad tech and much more. </span></p> <p><span style="font-weight: 400;">We are looking for a fast-paced, client-obsessed Account Executive with an entrepreneurial mindset to find, win and grow new customers. You’ll be searching for business while being an engaged member of the AI/ML community, identifying prospects who will benefit most from our solution. You’ll accomplish this by running an effective ground-game, talking to AI/ML leaders, identifying opportunities to help and building solutions to help achieve their goals. You’ll be involved in exciting and complex sales cycles and leverage your business acumen to navigate the intricacies. </span></p> <p><strong>What You’ll Do</strong></p> <ul> <li style="font-weight: 400;"><span style="font-weight: 400;">Be a networker, seller and closer</span></li> <ul> <li style="font-weight: 400;"><span style="font-weight: 400;">Build relationships with AI/ML stakeholders and be an active member of the community</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Conduct discovery with prospects and share the Arize vision</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Run a sophisticated prospecting strategy to “get the word out” and find deals</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Create sales plays, write talk tracks and strategically identify new business opportunities </span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Deeply research accounts, stakeholders and competitors</span></li> </ul> <li style="font-weight: 400;"><span style="font-weight: 400;">Manage proof of concepts, drive adoption and grow accounts</span></li> <ul> <li style="font-weight: 400;"><span style="font-weight: 400;">Manage and navigate internal / external stakeholders to ensure success</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Understand use cases, scope licensing and find more workloads</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">BANT or MEDDIC methodology preferred</span></li> </ul> </ul> <p><strong>What We’re Looking For</strong></p> <ul> <li style="font-weight: 400;"><span style="font-weight: 400;">5+ years SaaS sales experience: Hungry, aggressive and motivated </span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Familiarity or willingness to learn sales technologies to find and attract prospects</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Self-starter and comfortable working in limited process environments</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Full-cycle sales experience and ability to navigate the complexities of enterprise deals</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Fast-paced and focused on helping prospects / customers</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">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</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Strong communication skills:…