Director, Digital Native Sales

<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 &amp; 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>&nbsp;company backed by top-tier investors,<strong data-stringify-type="bold">&nbsp;</strong>with<strong data-stringify-type="bold">&nbsp;over $135M in funding</strong>&nbsp;and a rapidly growing customer base of&nbsp;<strong data-stringify-type="bold">150+ leading enterprises and Fortune 500 companies.&nbsp;</strong>Customers like&nbsp;<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><h3>The Opportunity</h3> <p>Arize is at an inflection point, our platform is becoming the gold standard for AI observability, and the companies building on AI are growing faster than ever. We're looking for a Director of Commercial &amp; Digital Native Sales to lead and scale our mid-market team focused on digital-first and AI-native companies.</p> <p>This is a sales leadership position for a builder and a competitor; someone who thrives in a high-growth startup environment and knows how to build from the ground up. You'll recruit, develop, and inspire a team of hustle-oriented Account Executives who are laser-focused on logo growth and driving Arize's mid-market business forward.</p> <p>Reporting to Sales leadership, you bring strong leadership instincts, a technical sales foundation, and the strategic acumen to build a winning Commercial Sales playbook in an intensely competitive space. You know how to run a technical sales motion, coach reps to excellence, improve win rates, speed up deal cycles, and create programs that elevate your entire team. <strong>While we are a remote-first company, the nature of this role requires candidates to be based in San Francisco, CA.</strong></p> <p><strong>What you bring to the table:</strong></p> <ul> <li><strong>A builder's mentality: </strong>you don't wait for the playbook to exist, you write it.</li> <li><strong>Competitive fire: </strong>you thrive in fast-moving markets and know how to win in highly contested spaces.</li> <li><strong>Technical credibility: </strong>you can hold your own with engineers and AI practitioners, and you coach your team to do the same.</li> <li><strong>Talent magnetism: </strong>top sellers want to work for you because you make them better.</li> <li><strong>Startup DNA: </strong>you embrace ambiguity, move fast, and figure things out, without losing sight of the bigger picture.</li> </ul> <h3><strong>What You'll Do</strong></h3> <h4><strong>Team Building &amp; Leadership</strong></h4> <ul> <li>Hire, develop, and retain a high-performance team of Account Executives with a hustle-first mentality and a passion for closing in a competitive, technical market.</li> <li>Coach and train reps on both sales fundamentals and technical product knowledge, ensuring the team can effectively engage engineers, AI practitioners, and technical buyers.</li> <li>Foster a culture of accountability, continuous learning, and high ambition across the Commercial / Digital Native segment.</li> </ul> <h4><strong>Go-to-Market Strategy &amp; Execution</strong></h4> <ul> <li>Build and execute the Commercial / Digital Native playbook,defining ideal customer profiles, competitive positioning, outbound motions, and account expansion strategies tailored to fast-moving AI and tech companies.</li> <li>Drive logo growth as the primary success metric, with a disciplined focus on pipeline generation and new business acquisition.</li> <li>Continuously improve tactics and sales motion within the Commercial / Digital Native vertical, iterating quickly based on market feedback and rep performance data.</li> </ul> <h4><strong>Pipeline &amp; Revenue Ownership</strong></h4> <ul> <li>Own pipeline health and forecasting for the mid-market Commercial / Digital Native segment,partnering with Marketing, SDRs, and RevOps to ensure consistent top-of-funnel generation.</li> <li>Build programs that elevate your team's output: enablement, competitive intelligence, outreach frameworks, and deal acceleration strategies.</li> <li>Collaborate cross-functionally with Product, Marketing, and Customer Success to refine messaging, inform the roadmap, and deliver exceptional customer outcomes.</li> </ul> <h3>You Should Have</h3> <ul> <li>3+ years of sales management experience, with a track record of building and scaling high-performance teams in a B2B SaaS environment.</li> <li>4–5+ years as an individual contributor in technical sales prior to moving into management; you understand what it takes to carry a bag and win.</li> <li>Proven ability to grow and scale sales teams from early stage, startup or high-growth company experience is required.</li> <li>Strong network of talented sellers and potential candidates you can call on to build your team.</li> <li>Demonstrated track record of holding and exceeding quotas in the millions, including experience with logo-based quota models.</li> <li>Exceptional coaching instincts; you know how to identify what's holding a rep back and how to unlock their potential.</li> <li>Excellent communication and collaboration skills; you inspire teams, build trust with cross-functional partners, and communicate clearly up and down the organization.</li> <li>Entrepreneurial mindset; you build programs, processes, and playbooks that scale your team's effectiveness, not just your own.</li> </ul> <h3>Bonus Points</h3> <ul> <li>Strong command of AI tools and a demonstrated ability to use them to 10x the productivity and effectiveness of your team.</li> <li>Experience selling AI infrastructure or to engineering and technical personas is a strong plus.</li> </ul> <p>The estimated annual salary and variable compensation for this role is between $280,000 - $380,000 USD, plus a competitive equity package. Actual compensation is determined based upon a variety of job related factors that may include: transferable work experience, skill sets, and qualifications. Total compensation also includes a comprehensive benefit package, including: medical, dental, vision, 401(k) plan, unlimited paid time off, generous parental leave plan, and others for mental and wellness support.</p> <p>While we are a remote-first company, we have opened offices in New York City and the San Francisco Bay Area, as an option for those in those cities who wish to work in-person. For all other employees, there is a WFH monthly stipend to pay for co-working spaces.</p><div class="content-conclusion"><h3>More About Arize</h3> <p>Arize’s mission is to make the world’s AI work—and work for people.<br>Our founders came together through a shared frustration: while investments in AI are growing rapidly across every industry, organizations face a critical challenge—understanding whether AI is performing and how to improve it at scale.</p> <p>Learn more about what we're doing here:</p> <p><a href="https://techcrunch.com/2025/02/20/arize-ai-hopes-it-has-first-mover-advantage-in-ai-observability/">https://techcrunch.com/2025/02/20/arize-ai-hopes-it-has-first-mover-advantage-in-ai-observability/</a></p> <p><a href="https://arize.com/blog/arize-ai-raises-70m-series-c-to-build-the-gold-standard-for-ai-evaluation-observability/">https://arize.com/blog/arize-ai-raises-70m-series-c-to-build-the-gold-standard-for-ai-evaluation-observability/</a></p> <p><strong>Diversity &amp; Inclusion @ Arize</strong></p> <p>Our company's mission is to make AI work and make AI work for the people, we hope to make an impact in bias industry-wide and that's a big motivator for people who work here. We actively hope that individuals contribute to a good culture</p> <ul> <li>Regularly have chats with industry experts, researchers, and ethicists across the ecosystem to advance the use of responsible AI</li> <li>Culturally conscious events such as LGBTQ trivia during pride month</li> <li>We have an active Lady Arizers subgroup</li> </ul></div>