The Problem We’re Solving 🎯 Most DTC brands are leaving revenue on the table. They spend millions acquiring customers through paid channels, then lose 60%+ of high-intent shoppers to cart abandonment, anonymous browsing, and missed retargeting opportunities. The issue isn't traffic—it's conversion architecture. Brands lack the infrastructure to capture intent signals, recognize returning visitors, and re-engage shoppers at the moments that matter most. That's where Checkmate comes in. Our AI-powered platform captures shopping intent from 100M+ shoppers across the web—wishlists, carts, browsing sessions—and turns it into high-converting campaigns that consistently deliver revenue uplift in 30 days. But here's the thing: selling this solution requires more than a good pitch deck. It requires someone who can walk into a growth team's meeting, diagnose where they're leaving money on the table, and prescribe a strategic path forward. About Checkmate 🛍 📲 Checkmate is an AI marketing platform that helps DTC brands capture anonymous shoppers, launch targeted campaigns, and drive measurable revenue. Our platform uses AI to de-anonymize site traffic, uncover missed conversion opportunities, and launch high-performance campaigns that engage the 100M+ high-intent shoppers in our network. We offer three core products for brands: - Enrichment: Reveal and resolve anonymous visitors to fuel smarter lifecycle flows. - Targeting: Deliver single-use offers through high-converting surfaces like our app, extension, email, and SMS. - Audiences: Capture pre-checkout emails via gated discounts and gain competitive insights. We work with leading DTC brands like Stanley, Quay, ColourPop, Laneige, and Dockers. Backed by Google Ventures, Fuel Capital, and others. The Role 💼 This isn't a traditional AE role. You'll function as a strategic growth advisor who also carries quota. Focusing on the fashion, beauty, and home verticals, you'll identify brands in our ICP, diagnose their conversion problems, prescribe compelling solutions with Checkmate's product offerings, build trusted partnerships with DTC growth teams, and then close those relationships. What You’ll Do ⚡ - Build Strategic Partnerships - Target high-growth Shopify merchants ($10M–$500M GMV) in fashion, beauty, and home verticals - Conduct deep discovery to understand growth challenges, constraints, and team priorities - Present data-driven business cases showing projected ROAS, incremental revenue, and payback periods - Navigate complex buying committees involving Growth, Marketing, RevOps, and Finance stakeholders - Establish yourself as a trusted advisor—not just a vendor - Drive Revenue - Own a quota and manage full-cycle sales from prospecting to close - Build pipeline through outbound prospecting, agency partnerships, and ecosystem relationships - Maintain disciplined pipeline management and forecasting in Hubspot - Support onboarding and identify expansion opportunities based on performance data - Shape the Playbook - Contribute product feedback based on real customer needs and market gaps - Help refine our GTM strategy as we scale into new verticals and use cases - Collaborate with Product, Marketing, and Customer Success to improve the customer journey - Be a founding member of our sales organization—what you build here will scale

• Own the full sales cycle from initial outreach through close. • Earn long-term client relationships by winning the first deal. • Execute against a defined ICP and strategic GTM plan. • Stay informed about industry trends, competitor activities, and emerging services. • Maintain accurate records of sales activities and client interactions using CRM tools.

• Manage and call on new and existing leads • Ideate and implement sales campaign ideas with the BDR team • Work with BDR to prospect new leads • Continue to nurture and upsell accounts on an ongoing basis post-close • Nurture potential prospects • Manage sales pipeline and CRM data • Work with internal team to scope requirements on opportunities • Work with the delivery team to craft proposals and design solutions • Craft tailored solutions presentation decks and present to clients • Ensure a smooth transition to the delivery team

Role Description We're looking for a driven Enterprise Expansion Account Executive to own and grow revenue within Arize's existing customer base. You'll work with AI engineers, Data Scientists, and platform teams who are already using our Enterprise platform - helping them unlock more value, expand into new teams, and deepen their investment as their AI initiatives scale. This is a high-impact, high-ownership role at the intersection of a fast-moving product and a customer base growing rapidly alongside the AI industry. - 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. Qualifications - 5+ years of B2B SaaS sales experience - Proven track record of driving expansion and upsell revenue within Enterprise accounts, bonus for selling AI/ML or data infrastructure software to VP and C-suite stakeholders. - Demonstrated success building and deepening executive relationships across Global 2000 organizations, engaging both technical leaders (AI/ML, data engineering, platform) and business decision-makers. - Expertise in developing multi-year account plans that expand Arize's footprint by aligning product value to evolving customer needs and AI initiatives. - Established ability to manage a robust and diverse pipeline of expansion opportunities, balancing near-term wins with long-term strategic growth within a collaborative go-to-market team. - Team player: Collaboration with peers and other organizations within Arize is critical to success, we deeply value the success of the collective team over individual gains. - Strong communication skills: Clearly and objectively communicate observations from the field. - Previous history of also working and closing new business deals and selling through product led experience. Requirements - The estimated annual salary and variable compensation for this role is between $250,000 - $300,000, 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. Benefits - 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.