Director, Digital Native Sales (2026-05)

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  Booking.com , Uber, Siemens, and PepsiCo leverage Arize to deliver AI that works. 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 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. Pipeline & Revenue Ownership 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. You Should Have 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 or