Expansion Account Executive

This is a fully remote position, open to applicants in Massachusetts.

📋 Description

• Take ownership of the entire expansion and renewal sales cycle for your assigned accounts, implementing a complex, value-driven approach that involves multiple stakeholders, teams, and use cases within each client.

• Actively identify and cultivate new growth opportunities by analyzing customer usage, recognizing gaps, and targeting high-value requirements across various business sectors and technical teams.

• Establish and nurture executive relationships, fostering awareness and support at the VP and C-suite levels to enhance pipeline growth and facilitate long-term account development.

• Develop and implement account strategies in close collaboration with Solutions Managers and internal account teams to accelerate sales velocity and achieve customer outcomes.

• Effectively communicate Arize's distinctive value—both technically and commercially—customizing your message for both technical practitioners and business decision-makers.

• Accurately forecast and maintain consistency, utilizing key metrics and pipeline data to enhance visibility and guide go-to-market strategies.

• Uphold strict standards in Salesforce, meticulously tracking all activities, opportunities, and account insights to support a high-performing revenue team.

• Travel as required to foster relationships and engage customers in person.

⛳️ Requirements

• Over 5 years of B2B SaaS sales experience

• A proven history of driving expansion and upsell revenue within Enterprise accounts, with a bonus for experience selling AI/ML or data infrastructure software to VP and C-suite stakeholders.

• Demonstrated ability to build and strengthen executive relationships within Global 2000 companies, engaging both technical leaders (AI/ML, data engineering, platform) and business decision-makers.

• Proficiency in creating multi-year account plans that extend Arize's reach by aligning product value with the evolving needs of customers and their AI initiatives.

• Established capability to manage a diverse and robust pipeline of expansion opportunities, balancing immediate wins with long-term strategic growth in a collaborative go-to-market environment.

• A team player: Collaboration with colleagues and other departments within Arize is essential to success; we prioritize the collective team's achievements over individual accomplishments.

• Strong communication skills: Ability to convey observations from the field clearly and objectively.

• Previous experience in closing new business deals and selling through product-led experiences.

🏝️ Benefits

• Medical

• Dental

• Vision

• 401(k) plan

• Unlimited paid time off

• Generous parental leave plan

• Mental and wellness support