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Arena is a platform for evaluating how AI models perform in real-world applications, founded by researchers from UC Berkeley's SkyLab. The company has built a transparent, human-centered evaluation infrastructure used by tens of millions monthly and trusted by leading AI labs, enterprises, and independent researchers.
This is a senior individual contributor role focused on closing complex, high-value deals and driving revenue growth. You will own the full lifecycle of revenue generation, from initial stakeholder engagement through contract closure and renewal management.
Key responsibilities include:
- Serve as the primary business lead for top global model labs (e.g., OpenAI, Anthropic, Google DeepMind), managing relationships from research teams through procurement and closing seven-figure contracts.
- Drive revenue expansion across multiple evaluation modalities (text, code, multimodal, vision, auto-eval) by aligning Arena's programs with each lab's training and research roadmaps.
- Identify and close high-value enterprise opportunities with companies like Salesforce, IBM, and ServiceNow seeking to evaluate internal or vendor models.
- Negotiate co-release and marketing rights to ensure Arena retains market positioning as the industry standard.
- Manage contract renewals, upsells, and expansions to ensure forward visibility into multi-quarter revenue commitments.
- Maintain rigorous revenue forecasts tied to delivery schedules, consumption pacing, and renewal cycles.
- Design pricing frameworks balancing committed contracts with usage-based consumption models.
- Collaborate with Delivery and Product teams to align evaluation capacity, quality, and timing with customer expectations.
- Develop go-to-market strategy for new evaluation and data products.
Required qualifications:
- 10+ years of business development or sales experience, with a proven track record as a top-performing individual contributor.
- Demonstrated success personally closing seven-figure deals and navigating procurement at large organizations.
- Strong AI fluency with understanding of the AI stack (training vs. inference, RLHF, benchmarking) and ability to credibly discuss model performance needs with research scientists.
- High agency and self-starter mentality; ability to operate without a playbook and manage your own pipeline and forecasting.
- Operational rigor with understanding of how to align sales commitments with delivery reality, working closely with finance and product teams.
Arena offers competitive compensation and equity, comprehensive health and wellness benefits, and the opportunity to work on cutting-edge AI with a mission-driven team.
