Director, Digital Native Sales

The Opportunity

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.

What you bring to the table:

• A builder's mentality: you don't wait for the playbook to exist, you write it.
• Competitive fire: you thrive in fast-moving markets and know how to win in highly contested spaces.
• Technical credibility: you can hold your own with engineers and AI practitioners, and you coach your team to do the same.
• Talent magnetism: top sellers want to work for you because you make them better.
• Startup DNA: you embrace ambiguity, move fast, and figure things out, without losing sight of the bigger picture.

What You'll Do

Team Building & Leadership

• Hire, develop, and retain a high-performance team of Account Executives with a hustle-first mentality and a passion for closing in a competitive, technical market.
• Coach and train reps on both sales fundamentals and technical product knowledge, ensuring the team can effectively engage engineers, AI practitioners, and technical buyers.
• Foster a culture of accountability, continuous learning, and high ambition across the Commercial / Digital Native segment.

Go-to-Market Strategy & Execution

• Build and execute the Commercial / Digital Native playbook, defining ideal customer profiles, competitive positioning, outbound motions, and account expansion strategies tailored to fast-moving AI and tech companies.
• Drive logo growth as the primary metric, expanding our customer base among digital-native and AI-first companies.