Expansion Account Executive, West

This is a fully remote position, open to applicants in California, +1 more state.

📋 Description

• Take ownership of the complete expansion and renewal sales cycle within your designated book of business, implementing a complex, value-driven process that involves multiple stakeholders, teams, and use cases in each account.

• Actively seek out and cultivate new growth opportunities by evaluating customer usage, identifying whitespace, and addressing high-value requirements across various business lines and technical teams.

• Establish and nurture executive relationships, generating awareness and securing buy-in at the VP and C-suite levels to facilitate pipeline growth and long-term account development.

• Develop and execute account strategies in close collaboration with Solutions Managers and internal account teams to enhance 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.

• Provide accurate and consistent forecasting by utilizing key metrics and pipeline data to enhance visibility and guide go-to-market strategies.

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

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

⛳️ Requirements

• Over 5 years of experience in B2B SaaS sales.

• A proven history of generating expansion and upsell revenue within Enterprise accounts, with added value 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 creating multi-year account plans that expand Arize's presence by aligning product value to the changing needs of customers and AI initiatives.

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

• A team-oriented mindset: Collaborating with peers and other teams within Arize is essential for success; we prioritize the success of the collective team over individual accomplishments.

• Strong communication abilities: Clearly and objectively relay observations from the field.

• Previous experience in closing new business deals and utilizing product-led approaches in sales.

🏝️ Benefits

• Medical

• Dental

• Vision

• 401(k) plan

• Unlimited paid time off

• Generous parental leave plan

• Additional support for mental health and wellness.