Strategic Account Executive, AMER

montecarlodata; United States; Remote; USD 150,000 - 210,000; Full time

Job summary

Monte Carlo is seeking a Strategic Account Executive in the United States to land new logos and expand within key accounts. You will own full-cycle enterprise deals across a 50–60 account territory, shaping the upmarket playbook and turning wins into repeatable market share.

You will engage CTOs/CDOs/VPs of Data/AI, lead discovery, and craft compelling business value cases to secure multi-year commitments. A builder mindset and comfort with usage-based pricing help you win in fast-paced

Qualifications

• Proven track record of winning large enterprise deals with new logos.
• Experience selling to CTOs, CDOs, and VP-level data/AI stakeholders.
• Ability to discuss pipelines, observability, and AI readiness with technical buyers.
• Experience building upmarket strategies in startup or scale-up environments.

Responsibilities

• Prioritize a 50–60 account territory and build a self-sustaining pipeline with SDR support.
• Reach economic buyers (CTOs, CDOs, VPs of Data/AI) early and develop champions.
• Lead discovery and build Business Value Assessments with Sales Engineering.
• Present the business case to executives who sign and close six- to seven-figure deals.
• Navigate procurement, security reviews, and legal to close multi-year contracts.
• Document account plans to expand from land to multi-department footprints.

Skills

Enterprise sales

Pipeline building

Executive communication

Strategic mindset

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 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

#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!