Strategic Sales Development Representative

montecarlodata; Denver, Boston, New York, San Francisco (CO, MA, NY, CA); Hybrid; USD 50,000 - 85,000; Full time

Job summary

Monte Carlo is seeking a Strategic SDR to build a pipeline and qualify inbound leads while outbounding to our most strategic prospects. You’ll collaborate with marketing to create the inbound playbook and use AI tools daily to research accounts and personalize outreach at scale.

Thriving in an early-stage environment, you’ll navigate complex, consultative sales cycles and learn to ask the right questions before you pitch. This role is remote within the US.

Qualifications

• 1+ years of experience in pipeline generation or a process-heavy role.
• Thrived in an early-stage or ambiguous environment where the playbook didn't exist yet.
• Comfortable with complex, consultative sales cycles, and you know how to ask the right questions before you ever pitch anything.

Responsibilities

• Triage inbound leads against our ICP and outbound to our most strategic prospects.
• Convert high-quality prospects into opportunities for our sales team.
• Help build the inbound playbook from scratch, working with marketing to hit pipeline goals.
• Use AI tools daily to research accounts and personalize outreach at scale.

Skills

Pipeline generation

Outbound outreach

Lead qualification

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 montecarlodata.com.

About the role:

We're looking for a Strategic SDR who will help build a pipeline at Monte Carlo. You'll triage inbound leads against our ICP, outbound to our most strategic prospects, follow up fast, and convert high-quality prospects into opportunities for our sales team. This isn't just a lead-routing role — you'll help build the inbound playbook from scratch, working hand in hand with marketing to hit our pipeline goals.

AI is a core part of how you'll work. You'll use AI tools daily to research accounts, personalize outreach at scale, prioritize your queue, and move faster than a traditional SDR ever could. We want someone who sees AI as a multiplier, not a shortcut.

We're Excited About You Because

• You bring 1+ years of experience in pipeline generation or a process-heavy role.




• You've thrived in an early-stage or ambiguous environment where the playbook didn't exist yet.




• You're comfortable with complex, consultative sales cycles, and you know how to ask the right questions before you ever pitch anything.

Cultural Characteristics

• Ownership. You're intrinsically motivated to build something special. High accountability, bias for action, and you go find the answers when nobody has them.




• Prioritization. You can structure a process and stay disciplined about what actually moves the needle.




• Integrity.




• Worthy of trust, honest about failures, acts in a way that makes us proud of the journey.




• Customer orientation. You lead with deep empathy and a genuine focus on adding value, not just booking meetings.




• Beat the odds. You set big goals and hold yourself to a high standard to overachieve them. You fail forward — own your mistakes and help the company learn from them.




• Speed. You have an urgent need to get results and learnings as fast as possible.




• AI forward

#LI-REMOTE

#BI-REMOTE

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!