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Salary: USD 180,000 - 200,000 / annual
Arize AI is the leading AI & Agent Engineering observability and evaluation platform, empowering AI engineers to ship high-performing, reliable agents and applications. The company is Series C-backed with over $135M in funding and serves 150+ leading enterprises and Fortune 500 companies including Booking.com, Uber, Siemens, and PepsiCo.
You will own a book of SMB renewals and expansion, running high-velocity, transactional sales cycles. This role is distinct from enterprise expansion work—the focus is speed, coverage, and creative deal-finding rather than deep strategic motions. You'll manage a large number of concurrent deals, work them quickly, and be measured on retention and net expansion.
Key responsibilities:
- Own renewals end-to-end: forecast, negotiate, and close on time while pushing for uplift where value exists
- Drive mid-term expansion by finding and closing upsell and cross-sell opportunities throughout the contract term
- Monitor usage data as your primary signal to identify which accounts are consuming, stalling, or hitting limits
- Run high-velocity cycles managing multiple concurrent transactional deals, multi-threading quickly to decision-makers and compressing timelines
- Identify and de-risk churn early by spotting leading indicators of flat or declining accounts
- Partner cross-functionally with Customer Success, Solutions Engineering, Product, and Support to remove blockers
- Feed insights from the field back to Solutions, Product, and Sales teams
You'll execute complex, value-based sales processes spanning multiple stakeholders, teams, and use cases within each account. The role rewards speed over perfection—closing a smaller deal this week beats a perfect one next quarter.
REQUIREMENTS:
- Growth mindset: seek feedback, coachable, measurably improve every quarter
- Grit: thrive in transactional sales with high volume and frequent rejection; persistent follow-up
- Creativity: find non-obvious paths to stakeholders, expansion reasons, and solutions for stalled accounts
- Act-like-an-owner mindset: self-directed, know your number and book, fix broken things proactively
- Bias toward velocity: move fast without being sloppy
- Comfort with technical products and technical buyers: genuinely curious about AI, willing to learn deeply enough to be credible with engineering and data science teams (no ML engineering background required)
- Data fluency: pull, read, and act on usage and consumption data independently
- Clear communication: written and verbal, with customers and internally
