Strategic Account Executive, AMER

Monte Carlo; California; Remote; USD 150,000 - 210,000; Full time

Benefits offered by this job

Equity

Remote‑first environment

Job summary

Monte Carlo is hiring a Strategic Account Executive in California and on the East Coast (New York/Boston) to hunt new logos and run full‑cycle enterprise deals across a 50–60 account territory. You will shape the upmarket playbook, engage CTOs/CDOs, and close multi‑year deals with procurement and legal teams.

You will discuss data ecosystem, observability, and AI readiness with technical buyers, building champions and a repeatable sales motion in a remote‑first environment.

Qualifications

• Experience selling in data ecosystem, observability, or infrastructure.
• Ability to talk pipelines, observability, and AI readiness with technical buyers.
• Proven track record of winning large enterprise deals.

Responsibilities

• Prioritize a 50–60 account territory and build a self-sustaining pipeline with your SDR.
• Engage economic buyers (CTOs, CDOs, VPs of Data/AI) early and develop champions.
• Lead discovery and present business value to executives who sign.
• Close six- and seven-figure, multi-year enterprise deals.
• Write account plans to expand from first land to multi‑department footprints.
• Provide competitive intel to Sales Leadership, Product, and Marketing.

Skills

Territory management

Pipeline development

Executive communication

Enterprise sales

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. Monte Carlo's Strategic sales team owns our Global 2000 business: landing new logos and expanding within accounts like Pepsi, Fox, General Mills, and Amgen. We're hiring Strategic Account Executives in California and on the East Coast (New York/Boston) to hunt new logos and run full-cycle enterprise deals across a 50–60-account territory, shape the upmarket playbook, and turn wins into repeatable market share. This team is set to quadruple, and you'll help define what that growth looks like.

• Prioritize a 50–60-account territory and build a self-sustaining pipeline with your SDR through outbound, ABM, partner co-sell, and AI tools, holding 3–4x quota coverage
• Get to economic buyers (CTOs, CDOs, VPs of Data/AI) early, develop champions who sell for you internally, and multi-thread every deal
• Lead discovery, co-build Business Value Assessments with Sales Engineering, and present the business case to the executives who sign
• Close six- and seven-figure, multi-year deals through procurement, security review, and legal
• Write account plans that turn a first land into a multi-department footprint
• Feed competitive intel and deal learnings back to Sales Leadership, Product, and Marketing to sharpen the playbook
• You've consistently won larger enterprise deals with new logos through complex, multi-year enterprise sales cycles, and hit or beaten quota by building your own pipeline rather than expanding an inherited book.
• Data ecosystem background. You've sold in the data ecosystem, observability, or infrastructure. You can talk pipelines, observability, and AI readiness with technical buyers without relying entirely on your SE.
• You find the customer's real pain, develop champions, and build the business case. You have business conversations with C-level buyers about risk, reliability, and outcomes.
• You can create urgency around problems that don't have a budget line yet, and you take coaching fast without needing hand-holding.
• You have experience with usage-based pricing, or a real interest in how forecasting works when deal size flexes with adoption.
• Your track record is mainly expanding existing accounts rather than hunting new logos
• LI-REMOTE
• #BI-REMOTE
• 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
• Remote-first by design since day one, and recognized as a Best Workplace for it

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

We are committed to building an inclusive global team that represents a variety of backgrounds, perspectives, beliefs, and experiences.

We celebrate diversity and are committed to creating an inclusive environment for all employees.

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. 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 will never ask candidates to provide sensitive personal information (such as bank details, social security numbers, or payment) at any stage of the recruitment process.

We will never request payment for equipment, training, or application processing.

If you are contacted by someone claiming to represent Monte Carlo but you’re unsure of their legitimacy, please reach out to us directly at before sharing any personal information.