Strategic Account Executive, AMER

Monte Carlo; Sacramento (CA); A distancia; USD 150.000 - 210.000; Jornada completa

Descripción de la vacante

Monte Carlo is seeking a Strategic Account Executive to own and grow a California and East Coast territory. You will hunt new logos and close multi-year, high-value enterprise deals while shaping the upmarket playbook.

You’ll engage with CTOs, CDOs, and data leaders to articulate value and drive adoption across lines of business. You’ll build champions, run MEDDPICC-informed deals, and collaborate with Sales, Marketing, and Product to expand market share.

Formación

• Enterprise hunting track record.
• Proven ability to win larger enterprise deals with new logos in complex, multi-year cycles.
• Background in data ecosystem, observability, or infrastructure.
• Ability to discuss pipelines, observability, and AI readiness with technical buyers.
• Strong value-selling and executive presence with C-level talks.
• Experience in startup or scale-up environments with a fast-moving playbook.

Responsabilidades

• Prioritize a 50–60 account territory and build a self-sustaining pipeline with SDR through outbound and ABM.
• Engage economic buyers (CTOs, CDOs, VPs of Data/AI) early and develop champions.
• Lead discovery, build business value cases with SEs, and present to executives for sign-off.
• Close six- to seven-figure, multi-year deals through procurement, security review, and legal.
• Write account plans to expand land into multi-department footprints.
• Share competitive insights to sharpen the playbook.

Conocimientos

Enterprise sales

New logos

Executive communication

Value selling

Builder mindset

Startup experience

Consumption model fluency

Pricing experience

Herramientas

MEDDPICC

Descripción del empleo

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 Role

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.

What You'll Do

• 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

What We're Looking For

• Enterprise hunting track record.
• 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.
• Value selling and executive presence.
• You find the customer's real pain, develop champions, and build the business case. You use MEDDPICC to qualify deals, not as a substitute for a selling strategy. You have business conversations with C-level buyers about risk, reliability, and outcomes.
• Builder mindset.
• You've succeeded in startup or scale-up environments without a mature playbook. You can create urgency around problems that don't have a budget line yet, and you take coaching fast without needing hand-holding.
• Consumption model fluency (plus).
• You have experience with usage-based pricing, or a real interest in how forecasting works when deal size flexes with adoption.

This Is Not For You If

• You need a mature playbook and steady inbound to hit your number
• Your track record is mainly expanding existing accounts rather than hunting new logos
• You're uncomfortable going deep with technical buyers alongside business stakeholders
• You prefer transactional cycles over 3–6 month, multi-stakeholder enterprise deals

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!

All official communication from our recruiting team will come from an @ montecarlodata.com email address. 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. Our open positions are always listed on our official careers page: montecarlodata.