Director of Sales, EMEA

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 has expanded globally, and EMEA represents one of our most significant growth opportunities. We have already built a strong team and we want to continue building the region and are looking for a Director of EMEA Sales to own it end-to-end. This is a rare opportunity to define Arize's presence across Europe and the Middle East, shaping the strategy, building the team, and winning the market. This role is built for someone who is equally comfortable closing deals and leading a team. In the early days, you will be in the field selling alongside your reps, learning what works in the region, building relationships with key accounts, and developing the playbook through direct experience. As the business scales, you will transition into a full leadership role, managing a team of Account Executives across Enterprise, Expansion, and Digital Native segments. This role reports to Sales leadership and while we are a remote-first company, the nature of this role requires candidates to be based in London, UK.

What You'll Do

• Sales Leadership: Help support the team in actively selling into Enterprise and strategic accounts across the region while simultaneously building the team and playbook. Recruit, hire, onboard, and develop a high-performing team of Account Executives spanning Enterprise, Expansion, and Digital Native segments. Coach and enable reps through deal reviews, call shadowing, and structured enablement, building sellers who can engage technical buyers, engineers, and AI practitioners with confidence.
• EMEA Strategy & Playbook Development: Help build Arize's EMEA go-to-market strategy, defining territory structure, ideal customer profiles, competitive positioning, and prioritized sub-markets across the region. Develop and execute a regional sales playbook tailored to EMEA buyer dynamics, including localized messaging, outbound motions, and enterprise deal frameworks. Continuously iterate on tactics and sales motion based on market feedback, win/loss data, and rep performance, building a system that gets sharper over time.
• Pipeline, Forecasting & Revenue Ownership: Partner with Sales leadership to drive EMEA revenue targets and be accountable for accurate, rigorous forecasting across the region. Drive consistent pipeline generation through outbound, partnerships, and marketing-sourced motion, partnering with SDRs, RevOps, and Marketing to ensure top-of-funnel health. Provide leadership with clear, data-driven visibility into EMEA performance, risks, and opportunities on a regular cadence.
• Cross-Functional Collaboration & Partnerships: Partner closely with Technical Solutions/Solutions Engineering to ensure the team is equipped to run effective technical evaluations and POCs with engineering-led buyers. Collaborate with Product and Marketing to provide EMEA-specific market feedback, inform roadmap priorities, and develop region-relevant content and campaigns. Identify, develop, and support key channel and technology partnerships in the EMEA region. Work cross-functionally to ensure seamless customer handoffs from sales to Customer Success, setting the foundation for long-term expansion in EMEA accounts.

You Should Have

• 4+ years of sales management experience building and scaling B2B SaaS teams in EMEA, with a demonstrable track record of growing revenue in the region.
• 4+ years as an individual contributor in a technical sales role prior to management; you know what it takes to carry a quota and win complex, multi-stakeholder deals.
• Deep knowledge of the EMEA market including regional buyer dynamics, business culture, legal considerations, and the competitive landscape across key sub-markets.
• Proven track record of building and scaling teams from an early stage in a startup or high-growth company environment.
• Excellent communicator and cross-functional collaborator, you build trust with internal partners and communicate clearly up and down the organization across time zones.
• Entrepreneurial mindset, you build programs, playbooks, and processes from scratch and are energized by the challenge of creating something new.

Bonus Points

• Strong command of AI tools and ability to leverage them to increase your team's productivity and effectiveness.
• Experience selling AI infrastructure, developer tools, or data platforms to engineering and technical personas is a strong plus.
• Established relationships with EMEA-based channel partners, system integrators, or cloud ecosystem partners.

The estimated annual salary and variable compensation for this role is between $300,000 - $320,000 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.