Strategic Account Executive, AMER
At a glance
Mid-level Account Executive role at Monte Carlo. Remote, United States · full-time · $140,000–$160,000 base.
growthroles summary, based on the employer's posting.
What you'll do
- Run a territory of 50-60 accounts, generating pipeline with your SDR through outbound, ABM, partner selling and AI tools
- Build relationships with senior data and technology buyers, then develop internal champions and connect with multiple stakeholders
- Lead discovery, shape value assessments with Sales Engineering and present the case to executives who approve deals
- Take large, multi-year contracts through procurement, security and legal, then plan how initial wins can expand across departments
- Share competitive findings and deal lessons with sales leaders, Product and Marketing to improve the sales approach
What you bring
- A record of winning new enterprise customers through complex, multi-year sales and meeting quota with self-generated pipeline
- Selling experience in data, observability or infrastructure, with enough technical fluency to discuss pipelines and AI readiness
- Skill in uncovering customer needs, building executive-level business cases and using MEDDPICC to qualify opportunities
- Success in a startup or scale-up setting where you created momentum without relying on a finished playbook
Who this fits
This role suits an enterprise hunter comfortable creating pipeline and selling to both technical and business stakeholders. You’ll manage a 50-60-account territory and handle multi-stakeholder sales cycles lasting three to six months. The role is remote, with hiring focused on California and the New York or Boston areas.
From the employer
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
#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
Monte Carlo Named to G2's Best Software Products of 2026
We are super proud to be named the 2026 Best Place to Work by Built In!
Beware of Imposter Recruiters and Job Scams
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: https://jobs.ashbyhq.com/montecarlodata.
If you are contacted by someone claiming to represent Monte Carlo but you’re unsure of their legitimacy, please reach out to us directly at recruiting@montecarlodata.com before sharing any personal information.
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