Senior Sales Engineer (Forward Deployed Engineer - Pre Sales)

Monte Carlo; United States; Remote; USD 120,000 - 190,000; Full time

Job summary

Monte Carlo is seeking a Sales Engineer to own the technical win inside strategic US accounts. You will manage discovery, solution design, demos, POV execution, and the technical close, partnering with Account Executives on commercial strategy and driving the win independently.

You’ll translate customer needs into validated value with real-world data observability strategies. You will work remotely across the United States, leveraging your domain expertise in data and AI architectures to build

Qualifications

• Domain background in data, observability, agent trust, or agent-first products.
• Strong communicator across seniority levels.
• Hands-on experience with enterprise AI and agent deployments.
• Experience growing existing enterprise accounts.

Responsibilities

• Run technical sales cycles end to end.
• Own discovery, solution design, demos, POV execution, and technical close for opportunities within strategic US enterprises.
• Partner with Account Executives on commercial strategy; drive the technical win independently.
• Sell into the agentic stack: observe, trust, and improve systems in data pipelines and AI architectures.
• Design proofs of value with success criteria and manage evaluation to accelerate close.
• Build technical champions inside accounts through briefings, workshops, and architecture reviews.
• Bring a technical point of view to account plans and executive reviews.
• Hands-on prototyping during a sales cycle.

Skills

Technical sales

Pre-sales experience

Executive communication

Enterprise sales

Tools

Snowflake

Databricks

dbt

Airflow

BigQuery

Job description

• The largest US enterprises are deploying agents into production right now — and discovering that trust, reliability, and observability are the difference between a pilot and a platform
• We’re looking for a sales engineer who has lived that reality and can help our strategic customers navigate it. You’ll own the technical win inside strategic US accounts, partnered directly with Account Executives, and working fully remote
• Run technical sales cycles end to end. Own discovery, solution design, demos, POV execution, and technical close for opportunities within strategic US enterprises. Partner with Account Executives on commercial strategy; drive the technical win independently
• Sell into the agentic stack. Our customers are deploying agents on Databricks, Snowflake, and their own platforms. You’ll help them understand how to observe, trust, and improve those systems — from the data pipelines feeding agents, to the context they retrieve, the decisions they make, and the outputs they produce
• Drive POVs that convert. Design proofs of value with agreed success criteria, manage the evaluation, and deliver results that remove technical objections and accelerate the commercial close
• Build technical champions. Identify and develop the advocates inside each account who will carry Monte Carlo into the next budget cycle, platform decision, or executive review. Run briefings, workshops, and architecture reviews that position our platform as infrastructure
• Bring a technical point of view. Understand each customer’s data and AI architecture deeply — where agents run, how they’re instrumented, and where reliability breaks down. Bring that perspective to every account plan and QBR

How We’ll Measure Success:

• Technical win rate on POVs. The POVs you run should convert. You set agreed success criteria upfront and deliver against them
• Technical execution against pipeline. Every opportunity properly scoped, proven, and technically closed
• Revenue growth. Closed commitments should translate into growing consumption over time, and your technical work sets that trajectory

Domain background in data, observability, agent trust, or agent-first products. You’ve worked in one of these, not next to one3+ years in pre-sales, solutions engineering, or strategic technical account management within B2B AI-first companies and SaaS organizations, with meaningful experience in enterprise accounts. You’ve navigated procurement, infosec reviews, and multi-stakeholder buying committeesStrong communicator across seniority levels. Equally comfortable in a technical deep-dive with a platform engineer and presenting a business case to a C-minus-1Equal parts technical and business focused. You can whiteboard an agent architecture and hold a conversation with a VP of Data & AI about ROI and competitive positioning. Credible with engineers, effective with executivesSelf-directed and accountable. A lean team with high-value accounts. You prioritize your own time, know when to escalatHands‑on experience with enterprise AI and agent deployments. You’ve deployed agents in enterprise organizations — or worked closely enough with teams that do to understand the architecture, the failure modes, and the operational reality. You know what it takes to get an agent from demo to productionModern data stack experience: Snowflake, Databricks, dbt, Airflow, BigQuery, or similar. Data observability or data quality experience is a plusExperience growing existing enterprise accounts — expansion, upsell, or land‑and‑expand motionsFamiliarity with MEDDPICC, Command of the Message, or similar sales qualification and value frameworksExperience selling into enterprises across multiple countries and regulatory environmentsHands‑on prototyping during a sales cycle