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Director of Digital Native Sales

arize.com Logo

Arize

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Location:
United States , San Francisco

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Category:
Sales

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Contract Type:
Not provided

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Salary:

280000.00 - 350000.00 USD / Year
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Job Description:

Arize is at an inflection point, our platform is becoming the gold standard for AI observability, and the companies building on AI are growing faster than ever. We're looking for a Director of Commercial & Digital Native Sales to lead and scale our mid-market team focused on digital-first and AI-native companies. This is a sales leadership position for a builder and a competitor; someone who thrives in a high-growth startup environment and knows how to build from the ground up. You'll recruit, develop, and inspire a team of hustle-oriented Account Executives who are laser-focused on logo growth and driving Arize's mid-market business forward. Reporting to Sales leadership, you bring strong leadership instincts, a technical sales foundation, and the strategic acumen to build a winning Commercial Sales playbook in an intensely competitive space. You know how to run a technical sales motion, coach reps to excellence, improve win rates, speed up deal cycles, and create programs that elevate your entire team. While we are a remote-first company, the nature of this role requires candidates to be based in San Francisco, CA.

Job Responsibility:

  • Hire, develop, and retain a high-performance team of Account Executives
  • Coach and train reps on both sales fundamentals and technical product knowledge
  • Foster a culture of accountability, continuous learning, and high ambition across the Commercial / Digital Native segment
  • Build and execute the Commercial / Digital Native playbook
  • Drive logo growth as the primary success metric
  • Continuously improve tactics and sales motion within the Commercial / Digital Native vertical
  • Own pipeline health and forecasting for the mid-market Commercial / Digital Native segment
  • Build programs that elevate your team's output
  • Collaborate cross-functionally with Product, Marketing, and Customer Success

Requirements:

  • 3+ years of sales management experience, with a track record of building and scaling high-performance teams in a B2B SaaS environment
  • 4–5+ years as an individual contributor in technical sales prior to moving into management
  • Proven ability to grow and scale sales teams from early stage, startup or high-growth company experience is required
  • Strong network of talented sellers and potential candidates you can call on to build your team
  • Demonstrated track record of holding and exceeding quotas in the millions, including experience with logo-based quota models
  • Exceptional coaching instincts
  • Excellent communication and collaboration skills
  • Entrepreneurial mindset
  • A builder's mentality
  • Competitive fire
  • Technical credibility
  • Talent magnetism
  • Startup DNA

Nice to have:

  • Strong command of AI tools and a demonstrated ability to use them to 10x the productivity and effectiveness of your team
  • Experience selling AI infrastructure or to engineering and technical personas is a strong plus
What we offer:
  • medical
  • dental
  • vision
  • 401(k) plan
  • unlimited paid time off
  • generous parental leave plan
  • mental and wellness support
  • WFH monthly stipend

Additional Information:

Job Posted:
May 15, 2026

Employment Type:
Fulltime
Work Type:
Remote work
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