Growth Account Executive

Summary

Arize AI provides an AI and agent engineering observability and evaluation platform that helps teams build, test, and operate reliable AI applications. The Growth Account Executive will own SMB renewals and expansion, managing high-volume sales cycles, identifying usage-based growth opportunities, preventing churn, and partnering cross-functionally to drive customer outcomes.

Responsibilities

• Own a book of renewals end to end — forecast, negotiate, and close on time, protecting revenue and pushing for uplift where the value is there
• Drive mid-term expansion. Don't wait for the renewal date. Find, build, and close upsell and cross-sell opportunities throughout the contract term
• Monitor usage as your primary signal. Live in the product and usage data. Know which accounts are consuming, which are stalling, and which are hitting limits — then act on it before anyone asks you to
• Run high-velocity cycles. Manage a high volume of concurrent, transactional deals without letting anything slip. Multi-thread quickly, get to decision-makers, compress timelines. Identify and de-risk churn early. Spot the leading indicators of a flat or declining account and mobilize the right internal resources to turn it around
• Partner cross-functionally with Customer Success, Solutions Engineering, Product, and Support to remove blockers and land outcomes for customers
• Feed the machine. Bring patterns you see in the field back to Solutions, Product, and Sales. Your book is one of the best sources of signal in the company. 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

Skills

• • A growth mindset. You seek out feedback, you're coachable, and you get measurably better every quarter. You'd rather be corrected than comfortable
• • Grit. Transactional sales is a volume game with a lot of noise and a lot of no. You stay in it, you follow up again, and you don't get discouraged
• • Creativity. Not every deal follows the playbook. You find non-obvious paths to the right stakeholder, non-obvious reasons to expand, and non-obvious ways to unstick a stalled account
• • An act-like-an-owner mindset. Nobody has to hand you your priorities. You know your number, you know your book, and you go get it. When something's broken, you fix it or flag it - you don't wait
• • A bias toward velocity. You'd rather close a smaller deal this week than a perfect one next quarter. You move fast without being sloppy
• • Comfort with technical products and technical buyers. You don't need to be an ML engineer, but you need to be genuinely curious about AI and willing to learn the space deeply enough to be credible with engineering and data science teams
• • Data fluency. You can pull, read, and act on usage and consumption data without waiting for someone to build you a dashboard
• • Clear communication - written and verbal, with customers and internally

Qualifications

Must Haves

• • A growth mindset. You seek out feedback, you're coachable, and you get measurably better every quarter. You'd rather be corrected than comfortable
• • Grit. Transactional sales is a volume game with a lot of noise and a lot of no. You stay in it, you follow up again, and you don't get discouraged
• • Creativity. Not every deal follows the playbook. You find non-obvious paths to the right stakeholder, non-obvious reasons to expand, and non-obvious ways to unstick a stalled account
• • An act-like-an-owner mindset. Nobody has to hand you your priorities. You know your number, you know your book, and you go get it. When something's broken, you fix it or flag it - you don't wait
• • A bias toward velocity. You'd rather close a smaller deal this week than a perfect one next quarter. You move fast without being sloppy
• • Comfort with technical products and technical buyers. You don't need to be an ML engineer, but you need to be genuinely curious about AI and willing to learn the space deeply enough to be credible with engineering and data science teams
• • Data fluency. You can pull, read, and act on usage and consumption data without waiting for someone to build you a dashboard
• • Clear communication - written and verbal, with customers and internally

Benefits

• Variable compensation between $180,000 and $200,000 annually
• Competitive equity package
• Medical insurance
• Dental insurance
• Vision insurance
• 401(k) plan
• Unlimited paid time off
• Generous parental leave plan
• Mental and wellness support
• Remote-first work arrangement
• Optional in-person work at offices in New York City and the San Francisco Bay Area for employees in those cities
• WFH monthly stipend for co-working spaces for all other employees