At a Glance
- Tasks: Lead EMEA sales, build a high-performing team, and develop market strategies.
- Company: Join Arize AI, a leading platform in AI observability and evaluation.
- Benefits: Competitive salary, equity package, unlimited PTO, and wellness support.
- Other info: Remote-first culture with opportunities for in-person collaboration.
- Why this job: Shape the future of AI sales in a rapidly growing company.
- Qualifications: 4+ years in sales management and technical sales experience.
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.
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.
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.
Director of Sales, EMEA in London employer: Arize AI
Arize AI is an exceptional employer, offering a dynamic work culture that fosters innovation and collaboration in the rapidly evolving field of AI. With a strong focus on employee growth, team members benefit from comprehensive training, unlimited paid time off, and a competitive equity package, all while working remotely or in our vibrant London office. Join us to shape the future of AI in EMEA, where your contributions will directly impact our mission to make AI work for everyone.
StudySmarter Expert Advice🤫
We think this is how you could land Director of Sales, EMEA in London
✨Tip Number 1
Network like a pro! Get out there and connect with people in the industry. Attend events, webinars, or even local meetups. The more you engage, the better your chances of landing that Director of Sales role at Arize AI.
✨Tip Number 2
Show off your sales chops! When you get the chance to chat with potential employers, be ready to share specific examples of how you've driven revenue growth in EMEA. They want to see your track record, so make it shine!
✨Tip Number 3
Tailor your pitch! Make sure you understand Arize AI's mission and how your experience aligns with their goals. When you talk about your past roles, link them back to how you can help shape their EMEA strategy and build a winning team.
✨Tip Number 4
Don’t forget to apply through our website! It’s the best way to ensure your application gets noticed. Plus, it shows you're genuinely interested in being part of the Arize AI family. Let’s get you that interview!
We think you need these skills to ace Director of Sales, EMEA in London
Some tips for your application 🫡
Tailor Your Application:Make sure to customise your CV and cover letter for the Director of Sales role. Highlight your experience in building B2B SaaS teams and your knowledge of the EMEA market. We want to see how your skills align with our mission at Arize AI!
Showcase Your Achievements:Don’t just list your responsibilities; share your successes! Use numbers and specific examples to demonstrate how you've driven revenue growth and built high-performing teams. This will help us see the impact you've made in previous roles.
Be Authentic:Let your personality shine through in your application. We value authenticity and want to get a sense of who you are beyond your professional achievements. Share your passion for AI and how it drives you in your career.
Apply Through Our Website:We encourage you to apply directly through our website. It’s the best way to ensure your application gets into the right hands. Plus, it shows us that you’re genuinely interested in joining the Arize AI team!
How to prepare for a job interview at Arize AI
✨Know Your Market
Before the interview, dive deep into the EMEA market dynamics. Understand the regional buyer behaviours, cultural nuances, and competitive landscape. This knowledge will not only impress your interviewers but also show that you're ready to hit the ground running.
✨Showcase Your Sales Strategy
Be prepared to discuss your approach to building a sales playbook tailored for the EMEA region. Share specific examples of how you've developed strategies in previous roles, focusing on how you adapted to local market needs and drove revenue growth.
✨Demonstrate Leadership Skills
As a Director of Sales, you'll need to lead a team effectively. Highlight your experience in recruiting, coaching, and developing high-performing sales teams. Use anecdotes that showcase your ability to inspire and motivate others, especially in a fast-paced environment.
✨Engage with Technical Knowledge
Since Arize AI focuses on technical sales, brush up on your understanding of AI tools and infrastructure. Be ready to discuss how you can leverage these technologies to enhance your team's productivity and effectiveness, as well as how you’ve engaged with technical buyers in the past.
