增长客户经理
Growth Account Executive
关于 Arize
AI 正在迅速改变世界。随着生成式 AI 重塑各个行业，团队需要强大的方式来监控、排查问题并优化他们的 AI 系统。这就是我们的用武之地。Arize AI 是领先的 AI 与 Agent 工程可观测性和评估平台，使 AI 工程师能够交付高性能、可靠的代理和应用。从第一个原型到生产规模，Arize AX 在一个工作区中统一了构建、测试和运行——让团队可以更有信心地快速交付。
我们是一家 C 轮融资公司，由顶级投资机构支持，融资额超过 1.35 亿美元，客户基础快速增长，包括 150 多家领先企业和财富 500 强公司。像 Uber、西门子和百事公司这样的客户使用 Arize 来实现有效运作的 AI。
机会介绍
我们正在招聘一名增长型客户经理，负责我们 SMB 客户群的续约和扩展。这是一个高速、交易导向的职位。你将同时处理大量交易，快速推进，并以留存率和净扩展率为衡量标准。这与我们的企业扩展团队不同，后者专注于少量客户的深度战略动作。在这里，关键在于速度、覆盖范围和创造力——发现表明客户准备扩展的使用信号，找到正确的人选，并在几周内完成交易，而不是几个季度。如果你想要一个能掌控自己结果、看到自己努力的直接影响，并向技术买家销售产品，而这些买家来自软件领域发展最快的类别之一，那么这就是你的机会。
你将负责
- 全程负责续约客户——预测、谈判并按时关闭，保护收入并在价值存在的地方推动提升。
- 推动中期扩展。不要等到续约日期。在整个合同期内寻找、建立并完成追加销售和交叉销售的机会。
- 以使用情况作为主要信号进行监控。深入产品和使用数据。了解哪些账户在使用，哪些账户在停滞，哪些账户已达到限制——然后在有人要求你之前采取行动。
- 运行高速周期。在不遗漏任何细节的情况下，管理大量同时进行的交易。快速多线程处理，找到决策者，压缩时间线。尽早识别可能导致流失的早期信号，并调动合适的内部资源扭转局面。
- 与客户成功、解决方案工程、产品等跨职能团队合作。
查看英文原文
About Arize
AI is rapidly transforming the world. As generative AI reshapes industries, teams need powerful ways to monitor, troubleshoot, and optimize their AI systems. That’s where we come in. Arize AI is the leading AI & Agent Engineering observability and evaluation platform, empowering AI engineers to ship high-performing, reliable agents and applications. From first prototype to production scale, Arize AX unifies build, test, and run in a single workspace—so teams can ship faster with confidence.
We’re a Series C company backed by top-tier investors,with over $135M in funding and a rapidly growing customer base of 150+ leading enterprises and Fortune 500 companies. Customers like , Uber, Siemens, and PepsiCo leverage Arize to deliver AI that works.
The Opportunity
We're hiring a Growth Account Executive to own renewals and expansion across our SMB book of business. This is a high-velocity, transactional seat. You'll run a large number of deals at once, work them fast, and be measured on retention and net expansion. This is distinct from our enterprise expansion team, who run deep strategic motions on a small set of accounts. Here, the game is speed, coverage, and creativity - spotting the usage signal that means a customer is ready to grow, getting to the right person, and closing it in weeks rather than quarters. If you want a seat where you control your own outcomes, see the direct impact of your hustle, and get to sell a technical product to smart buyers in one of the fastest-moving categories in software, this is it.
What You’ll Do
- Own a book of renewals end to end — forecast, negotiate, and close on time, protecting revenue and pushing for uplift where the value is there.
- Drive mid-term expansion. Don't wait for the renewal date. Find, build, and close upsell and cross-sell opportunities throughout the contract term.
- Monitor usage as your primary signal. Live in the product and usage data. Know which accounts are consuming, which are stalling, and which are hitting limits — then act on it before anyone asks you to.
- Run high-velocity cycles. Manage a high volume of concurrent, transactional deals without letting anything slip. Multi-thread quickly, get to decision-makers, compress timelines. Identify and de-risk churn early. Spot the leading indicators of a flat or declining account and mobilize the right internal resources to turn it around.
- Partner cross-functionally with Customer Success, Solutions Engineering, Product, and Support to remove blockers and land outcomes for customers.
- Feed the machine. Bring patterns you see in the field back to Solutions, Product, and Sales. Your book is one of the best sources of signal in the company. Own the full expansion and renewal sales cycle across your book of business, executing a complex, value-based process that spans multiple stakeholders, teams, and use cases within each account.
What We’re Looking For
- A growth mindset. You seek out feedback, you're coachable, and you get measurably better every quarter. You'd rather be corrected than comfortable.
- Grit. Transactional sales is a volume game with a lot of noise and a lot of no. You stay in it, you follow up again, and you don't get discouraged.
- Creativity. Not every deal follows the playbook. You find non-obvious paths to the right stakeholder, non-obvious reasons to expand, and non-obvious ways to unstick a stalled account.
- An act-like-an-owner mindset. Nobody has to hand you your priorities. You know your number, you know your book, and you go get it. When something's broken, you fix it or flag it - you don't wait.
- A bias toward velocity. You'd rather close a smaller deal this week than a perfect one next quarter. You move fast without being sloppy.
- Comfort with technical products and technical buyers. You don't need to be an ML engineer, but you need to be genuinely curious about AI and willing to learn the space deeply enough to be credible with engineering and data science teams.
- Data fluency. You can pull, read, and act on usage and consumption data without waiting for someone to build you a dashboard.
- Clear communication - written and verbal, with customers and internally.
The estimated annual salary and variable compensation for this role is between $180,000 - $200,000, 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.
More About Arize
Arize’s mission is to make the world’s AI work—and work for people.
Our founders came together through a shared frustration: while investments in AI are growing rapidly across every industry, organizations face a critical challenge—understanding whether AI is performing and how to improve it at scale.
Learn more about what we're doing here:
Diversity & Inclusion @ Arize
Our company's mission is to make AI work and make AI work for the people, we hope to make an impact in bias industry-wide and that's a big motivator for people who work here. We actively hope that individuals contribute to a good culture
- Regularly have chats with industry experts, researchers, and ethicists across the ecosystem to advance the use of responsible AI
- Culturally conscious events such as LGBTQ trivia during pride month
- We have an active Lady Arizers subgroup
Originally posted on Himalayas