Sr. Sales Engineer (Forward Deployed Engineer - Pre Sales)

montecarlodata; United States; Remote; USD 110,000 - 190,000; Full time

Job summary

Monte Carlo seeks a Sales Engineer to own the technical win within strategic US enterprise accounts, partnering with Account Executives and working fully remote. You will drive discovery, solution design, demos, POVs, and the technical close, while guiding customers on observing, trusting, and improving agent-based AI systems at scale.

You will tailor POVs, manage evaluations, and address objections to accelerate commercial closure, all while building champions and aligning technical ROI with

Qualifications

• Hands-on experience with enterprise AI and agent deployments.
• Fluency in AI observability concepts; OpenTelemetry is highly prized.
• 3+ years in pre-sales, solutions engineering, or strategic technical account management in B2B SaaS.
• Domain background in data, observability, or agent trust.
• Equal parts technical and business focus; can discuss ROI with executives.
• Self-directed and accountable in lean, high-value accounts.
• Strong communicator across seniority levels, from engineers to VPs.

Responsibilities

• Run technical sales cycles end to end; own discovery, design, demos, POVs, and close.
• Sell into the agentic stack and help customers observe, trust, and improve agent-based systems.
• Design POVs with agreed success criteria and drive evaluation to remove objections and accelerate close.
• Build technical champions inside accounts through briefings, workshops, and architecture reviews.
• Bring a deep technical perspective to account plans and executive reviews.

Skills

Hands-on enterprise AI

AI observability concepts

Pre-sales / solutions engineering

Data observability domain

Technical and business feel

Self-directed and accountable

Strong cross-level communication

Tools

OpenTelemetry

Databricks Genie

Snowflake Cortex

Job description

About Monte Carlo

Monte Carlo is the agent trust platform that unifies data and agent observability to monitor, troubleshoot, and improve production AI systems. As enterprises prepare to deploy thousands of agents across business-critical use cases, Monte Carlo provides the reliability infrastructure to support them along this AI transformation, from human-guided agents to fully autonomous operations. Founded in 2019 and backed by leading investors, Monte Carlo empowers data and AI teams to ship trusted AI at scale. Learn more at montecarlo.ai

The Opportunity

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.

What You’ll Do

• 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.

What We’re Looking For

• Hands‑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 production.

• Fluency in AI observability concepts. Traces, spans, evaluations, instrumentation — these are working vocabulary, not buzzwords. Experience with OpenTelemetry is highly prized, as is exposure to Databricks Genie, Snowflake Cortex, or similar enterprise AI platforms.

• 3+ 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 committees.

• Domain background in data, observability, agent trust, or agent‑first products. You’ve worked in one of these, not next to one.

• Equal 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 executives.

• Self‑directed and accountable. A lean team with high‑value accounts. You prioritize your own time, know when to escalte, and know when to push back.

• Strong communicator across seniority levels. Equally comfortable in a technical deep‑dive with a platform engineer and presenting a business case to a C-minus-1.

Preferred, Not Required

• Modern data stack experience: Snowflake, Databricks, dbt, Airflow, BigQuery, or similar. Data observability or data quality experience is a plus.

• Experience growing existing enterprise accounts — expansion, upsell, or land‑and‑expand motions.

• Familiarity with MEDDPICC, Command of the Message, or similar sales qualification and value frameworks.

• Experience selling into enterprises across multiple countries and regulatory environments.

• Hands‑on prototyping during a sales cycle.

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.

This Is Not For You If

• Your background is post‑sales or implementation only, without having carried a technical win inside a live deal

• You get handed qualified opportunities and run the demo, rather than owning discovery yourself

• You can’t describe a real agent deployment — its architecture, how it was instrumented, or how it failed

• Your enterprise experience stops at mid‑market, without procurement, infosec review, or multi‑stakeholder buying committees

#LI-REMOTE

#BI-REMOTE

Why Monte Carlo

• We created the data observability category, and we’re doing it again with agent trust — you’ll build where the market is forming, not where it’s settled

• Series D, $236M raised, backed by Accel, Redpoint, Notable Capital, ICONIQ Growth, and Salesforce Ventures

• Customers include HubSpot, Fox, Nasdaq, Toast, and Mercado Libre — your work ships to enterprises with real stakes

• Snowflake Partner of the Year and a verified connector in Anthropic’s Claude AI directory

• Remote-first by design since day one, and recognized as a Best Workplace for it

• Competitive compensation, equity, and a remote-first environment.

Come As You Are

Equality is a core tenet of Monte Carlo's culture. We are committed to building an inclusive global team that represents a variety of backgrounds, perspectives, beliefs, and experiences.

Monte Carlo is an equal‑opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.

We are proud to be recognized for our world‑class employee experience:

Monte Carlo Named 2025 Databricks Data Governance Partner of the Year

We were recently recognized as the #1 Data Observability Platform by G2 for the 4th consecutive quarter. See our G2 reviews here!

Monte Carlo Named to G2's Best Software Products of 2026

Monte Carlo was featured on Database Trends and Applications (DBTA’s) Trend‑Setting Products for 2025!

We are super proud to be named the 2026 Best Place to Work by Built In!