Arize AI

• Manage and respond to customer questionnaires, RFP/RFIs, vendor assessments, and compliance requests • Serve as the primary point of contact for all incoming customer security and compliance questionnaires • Maintain a centralized knowledge base of standard responses to streamline future questionnaire completion • Coordinate with cross-functional teams (Sales, Finance, Legal) to gather technical and business information • Ensure responses are accurate, complete, and aligned with Arize's security posture and compliance commitments • Recommend tooling solutions (e.g., security questionnaire automation platforms) to scale operations • Build and maintain a repository of compliance documentation, certifications, policies, and procedures • Keep documentation current as security controls, certifications, and policies evolve • Develop FAQ documents and self-service resources for common customer questions • Partner with Sales team to prioritize questionnaire requests and meet deal timelines • Work closely with Security, Finance, Engineering, and Legal teams to validate technical responses • Identify gaps in documentation or security controls and escalate to leadership • Support annual audits (SOC 2, ISO27001, etc) by providing necessary documentation and evidence

• Be a networker, seller and closer • Build relationships with AI/ML stakeholders and be an active member of the community • Conduct discovery with prospects and share the Arize vision • Run a sophisticated prospecting strategy to “get the word out” and find deals • Create sales plays, write talk tracks and strategically identify new business opportunities • Deeply research accounts, stakeholders and competitors • Manage proof of concepts, drive adoption and grow accounts • Manage and navigate internal / external stakeholders to ensure success • Understand use cases, scope licensing and find more workloads • BANT or MEDDIC methodology preferred

• Be a networker, seller and closer • Build relationships with AI/ML stakeholders and be an active member of the community • Conduct discovery with prospects and share the Arize vision • Run a sophisticated prospecting strategy to “get the word out” and find deals • Create sales plays, write talk tracks and strategically identify new business opportunities • Deeply research accounts, stakeholders and competitors • Manage proof of concepts, drive adoption and grow accounts • Manage and navigate internal / external stakeholders to ensure success • Understand use cases, scope licensing and find more workloads • BANT or MEDDIC methodology preferred

• Partner directly with enterprise AI teams to design, implement, and scale production-grade GenAI observability and evaluation programs • Lead technical discussions with customer stakeholders ranging from engineers to senior executives, translating business priorities into scalable technical solutions • Build custom integrations, tooling, and workflows that extend the Arize platform to meet customer-specific requirements • Manage multiple concurrent customer engagements, driving projects from scoping through delivery while maintaining a high bar for technical execution and customer experience • Collaborate cross-functionally with Sales, CS, Product, and Engineering teams to shape implementation strategy, influence product direction, and expand customer impact • Help define and scale best practices, technical playbooks, and delivery methodologies for the growing Forward Deployed Engineering team

• Build and deepen relationships with AI/ML users to foster adoption, uncover new use cases, and drive expanded usage across customer accounts. • Conduct discovery with customers to understand their goals, share the Arize vision, demonstrate product capabilities, and propose tailored solutions. • Collaborate with technical teams, including Customer Success Engineering, to address complex customer needs, ensure smooth implementation, and advise on technical best practices. • Run workshops and training sessions with customers during onboarding and new functionality • Run QBRs to demonstrate account value, identify areas of opportunity, and strengthen customer partnerships. • Proactively monitor product usage across your accounts to further gauge account health • Work closely with Account Management and Executive teams to identify upsell opportunities and align on customer health strategies. • Effectively relay customer feature requests to internal teams and advocate for customer needs. • Ensure support teams are aligned with customer requests and priorities.

• Partner with our account executives to articulate the overall Arize value proposition, vision, and strategy to customers • Work closely with some of the most sophisticated GenAI teams in the world. • You will act as a trusted advisor to our prospective customers, while also building relationships with technical and business stakeholders. • Lead product demonstrations of the Arize platform • Advise on GenAI and ML best practices • Lead discovery to understand prospect’s GenAI tech stack to collaborate with the Sales team to construct a compelling value proposition of the Arize Platform • Lead Proof of Concept (PoC) motions with prospective buyers • Handle technical objections and develop strategies across sales, engineering, and product to unblock them

• Own the developer growth motion • Define and own key metrics across the developer journey • Identify friction across the OSS, cloud, and self-serve experience • Develop hypotheses and run experiments to improve onboarding, activation, engagement, and expansion • Own messaging and positioning for Phoenix and self-serve AX • Clarify Phoenix’s role in the AI evaluation, observability, and agent development ecosystem • Build technical content that supports key moments in the developer journey • Engage with the Phoenix and broader AI developer community to understand needs and surface insights • Use AI-native workflows to monitor ecosystem signals, synthesize feedback, and ship quickly

• Own ongoing competitive monitoring across product launches, pricing changes, messaging shifts, and sales motions. Build AI-assisted workflows to aggregate signals from websites, changelogs, reviews, analyst commentary, and market conversations. • Distill findings into sharp, opinionated insights that clarify implications for our positioning and sales strategy. Maintain and continuously evolve battlecards and competitive briefs that reflect current market dynamics. Identify emerging patterns and share insights and recommendations to product and revenue leadership. • Partner closely with sales to translate positioning into practical talk tracks and objection-handling frameworks. Create and iterate on battlecards, differentiation frameworks, and competitive guides that improve how we compete throughout the entire sales cycle. • Participate in deal reviews to understand how competitive dynamics unfold in real conversations. Train reps on how to use competitive materials effectively, and continuously refine enablement assets based on field feedback. • Design repeatable AI-assisted research workflows to track and analyze competitive signals. Experiment with automation, agents, and prompt systems to improve the quality and speed of insight generation. • Establish clear standards for when to rely on AI outputs and when to apply human judgment. Continuously improve research systems to increase signal quality and reduce noise. • Translate competitive insight into concise, compelling messaging. Help sharpen differentiation narratives that sales can confidently deliver in high-stakes conversations. • Track adoption and effectiveness of competitive materials across the sales organization. Gather feedback from reps and leadership to assess clarity, usability, and deal impact. • Refine content and workflows based on measurable influence on positioning confidence, objection handling, and win rates. • Over time, expand scope into partner marketing initiatives, helping shape co-marketing narratives and enablement with strategic ecosystem partners.

• Be a networker, seller and closer • Build relationships with AI/ML stakeholders and be an active member of the community • Conduct discovery with prospects and share the Arize vision • Run a sophisticated prospecting strategy to “get the word out” and find deals • Create sales plays, write talk tracks and strategically identify new business opportunities • Deeply research accounts, stakeholders and competitors • Manage proof of concepts, drive adoption and grow accounts • Manage and navigate internal / external stakeholders to ensure success • Understand use cases, scope licensing and find more workloads • BANT or MEDDIC methodology preferred

• 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. • Proactively identify and develop new growth opportunities by analyzing customer usage, mapping whitespace, and targeting high-value needs across business lines and technical teams. • Build and maintain executive relationships, creating awareness and buy-in at the VP and C-suite level to support pipeline growth and long-term account expansion. • Define and execute account strategies in close partnership with Solutions Managers and internal account teams to drive sales velocity and deliver customer outcomes. • Clearly articulate Arize's unique value - technically and commercially - tailoring your message to both technical practitioners and business decision-makers. • Forecast accurately and consistently, leveraging key metrics and pipeline data to provide visibility and inform go-to-market decisions. • Maintain rigorous hygiene in Salesforce, tracking all activity, opportunities, and account intelligence to support a high-performing revenue team. • Travel as needed to build relationships and engage customers on-site.