Strategic Enterprise Account Executive - Remote & Equity

Monte Carlo; Sacramento (CA); Remote; USD 150,000 - 210,000; Full time

Job summary

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.

Qualifications

• 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.

Responsibilities

• 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.

Skills

Enterprise sales

New logos

Executive communication

Value selling

Builder mindset

Startup experience

Consumption model fluency

Pricing experience

Tools

MEDDPICC

Job description

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.