• 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.

Role Description In this role, you will sell Digital Marketing Services (DMS) to single-location funeral homes as well as large multi-location firms across North America. This is a full-cycle, outbound-driven sales role where you own pipeline generation, upsell to existing Tribute website clients, and acquire net-new marketing engagements within our installed base. You will run structured Discovery, present tailored full funnel marketing strategies, qualify opportunities confidently, and guide prospects through a consultative evaluation process. Sales cycles may range from transactional to consultative depending on scope, and you will be responsible for building clear close plans and driving opportunities from first conversation through signed agreement, supported by Marketing and Business Development. Qualifications - 3+ years of sales experience in a full-cycle closing role, preferably in digital marketing, advertising, or services-based selling - BA/BS degree or relevant experience - Demonstrated exceeding sales targets and closing complex deals - Proven success managing a mix of transactional and consultative sales cycles while consistently exceeding quota - The ability to drive deals independently in a fast-paced, dynamic environment - Business development experience (e.g. new logo sourcing and acquisition) - A collaborative and team player mentality Requirements - Understand the business, market, and growth goals of funeral home clients and position Tribute’s Digital Marketing Services using a consultative, value-driven approach. - Generate pipeline through consistent outbound prospecting, including cold calling, cold emailing, social outreach, and proactive engagement with existing Tribute website clients. - Run structured Discovery calls that qualify or disqualify effectively and establish clear success criteria. - Present DMS packages which include SEO, paid search (PPC), social media management, behavioural marketing, and full-funnel digital strategies. - Establish evaluation plans and guide prospects through a clear, mutually aligned decision process. - Manage the full sales cycle from first contact to close, maintaining strong deal control and momentum across multiple concurrent opportunities. - Achieve and exceed monthly and quarterly sales goals and KPIs through disciplined outbound and effective sales execution. - Collaborate with adjacent teams to ensure a smooth customer handoff and successful campaign launch. - Maintain clean, accurate Salesforce hygiene, including activity tracking, pipeline updates, and forecasting. - Leverage prior sales experience to contribute to creative go-to-market strategies and continuous improvement of the DMS sales motion. Benefits - Established sales team to mentor you and build camaraderie - Competitive salary - Great benefits package (401k Match, Cigna for health, vision, dental, PTO, Paid Holidays...) - An outstanding collaborative work environment - Fully Remote within North America Work Environment / Physical Demands - Contact with clients on a regular basis, multiple priorities and deadlines, pressure of sales targets - Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of the position.