Strategic Account Executive, AMER

LemClosers; Northern (KY); Remote; USD 120,000 - 180,000; Full time

Job summary

Monte Carlo is hiring a Strategic Account Executive for the AMER region with a remote work model. You will own a 50–60 account territory, drive high-value enterprise deals, and lead engagements with senior executives including CTOs and VPs of Data/AI.

You will orchestrate discovery, build business cases with Sales Engineering, and close multi-year contracts while shaping the upmarket playbook and strategy.

Qualifications

• Enterprise hunting track record.
• Experience selling to C-suite and senior buyers.

Responsibilities

• Prioritize a 50–60 account territory and build a pipeline with SDR support.
• Engage CTOs, CDOs, and VPs of Data/AI early and develop champions.
• Lead discovery and build Business Value Assessments with Sales Engineering.
• Close 6–7 figure, multi-year enterprise deals through procurement and legal.
• Write account plans to expand land and footprint across departments.
• Provide competitive intel to leadership to sharpen the playbook.

Skills

Enterprise sales

Executive communication

Multi-stakeholder deals

Education

Bachelor's degree

Job description

# Strategic Account Executive, AMERMonte CarloRemoteRemoteSaaSSee your match scorePosted TodayWork TypeRemoteVerticalSaaSSourcejobscollider## About this role#### About Monte CarloMonte 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 RoleMonte 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.#### What You’ll DoPrioritize 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 coverageGet to economic buyers (CTOs, CDOs, VPs of Data/AI) early, develop champions who sell for you internally, and multi-thread every dealLead discovery, co-build Business Value Assessments with Sales Engineering, and present the business case to the executives who signClose six- and seven-figure, multi-year deals through procurement, security review, and legalWrite account plans that turn a first land into a multi-department footprintFeed competitive intel and deal learnings back to Sales Leadership, Product, and Marketing to sharpen the playbook#### What We’re Looking ForEnterprise hunting track record. You’ve consistently won larger enterprise deals with new logos through complex, multi-year enterpris### Selling MotionSales CycleEnterprise6–18 month cycles, complex multi-stakeholder dealsProspectingChannel / PartnerSell through partners, resellers, or alliancesBuyer PersonaC-SuiteSelling to executive decision-makersTerritoryNamed AccountsPre-assigned list of target companies### Requirements at a GlanceBachelor's Degree·Required### Typical Day — Account ExecutiveStakeholder meetings3–5/weekExecutive presentations2–3/weekBusiness cases & RFPs1–2/weekForecast & pipeline2×/weekChampion coachingDailyEstimates based on role type and selling motion — actual may vary by company.### SaaS — Interview IntelTypical Sales Cycle30–90 days (SMB) · 3–9 months (Mid-Market) · 6–18 months (Enterprise)Common Buyer Objections* \"We're locked into a contract with [competitor]\"* \"We built something in-house already\"* \"We don't have budget until next quarter\"* \"Our team won't adopt another tool\"Key Industry MetricsARR / MRRNet Revenue Retention (NRR)CAC Payback PeriodLogo Churn vs Revenue ChurnACV (Avg Contract Value)Magic NumberHot Topics to Reference* • AI-native product disruption* • PLG vs sales-led motion debate* • Vertical SaaS consolidation* • Usage-based pricing modelsUse these insights to speak the buyer's language in interviews.## Tagssales—Walk me through your discovery process.Template question—How do you handle a prospect who goes silent mid-deal?Template question—Tell me about your largest closed deal and the sales cycle.Template question—How do you build business cases for stakeholders?Template question—Describe a deal you lost and what you learned.Template question