Director, Digital Native Sales (2026-05)

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.

• 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.

• 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 success metric, with a disciplined focus on pipeline generation and new business acquisition.
• Continuously improve tactics and sales motion within the Commercial / Digital Native vertical, iterating quickly based on market feedback and rep performance data.

• Own pipeline health and forecasting for the mid-market Commercial / Digital Native segment,partnering with Marketing, SDRs, and RevOps to ensure consistent top-of-funnel generation.
• Build programs that elevate your team's output: enablement, competitive intelligence, outreach frameworks, and deal acceleration strategies.
• Collaborate cross-functionally with Product, Marketing, and Customer Success to refine messaging, inform the roadmap, and deliver exceptional customer outcomes.

• 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; you understand what it takes to carry a bag and win.
• 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; you know how to identify what's holding a rep back and how to unlock their potential.
• Excellent communication and collaboration skills; you inspire teams, build trust with cross-functional partners, and communicate clearly up and down the organization.
• Entrepreneurial mindset; you build programs, processes, and playbooks that scale your team's effectiveness, not just your own.

• 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.

The estimated annual salary and variable compensation for this role is between $280,000 - $350,000 USD, 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.

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.