Expansion Account Executive – EMEA

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

📋 Description

• Take ownership of the complete expansion and renewal sales process within your portfolio, implementing a sophisticated, value-driven approach that involves multiple stakeholders, teams, and use cases for each account.

• Actively identify and cultivate new growth prospects by examining customer usage, identifying gaps, and targeting high-value requirements across various business lines and technical teams.

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

• Formulate 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 technical practitioners and business decision-makers alike.

• Provide accurate and consistent forecasts, utilizing key metrics and pipeline data to ensure visibility and inform market strategies.

• Maintain meticulous records in Salesforce, tracking all activities, opportunities, and account insights to support a high-performing revenue team.

• Travel as required to foster relationships and engage with customers on-site.

⛳️ Requirements

• Over 5 years of experience in B2B SaaS sales.

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

• Demonstrated success in building and strengthening executive relationships within Global 2000 organizations, engaging both technical leaders (AI/ML, data engineering, platform) and business decision-makers.

• Proficiency in developing multi-year account plans that extend Arize's reach by aligning product value with evolving customer needs and AI initiatives.

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

• Team-oriented: Collaboration with colleagues and other departments within Arize is essential for success; we prioritize the collective team’s achievements over individual accomplishments.

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

• Prior 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 policy

• Additional benefits for mental health and wellness support