Enterprise Account Executive AMER - Monte Carlo

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.

The Role

We're growing our US Enterprise sales team, which covers companies with 1,000–10,000 employees. You'll own a territory end-to-end. You build the pipeline, run the cycle, and close net-new logos on large, semi-complex deals, selling Agent Trust to data and AI leaders under pressure to make their agents work in production.

What You'll Do

• Build and own a US Enterprise territory: map and prioritize accounts, and generate at least half your pipeline through your own outbound.
• Run full-cycle deals from first meeting to signature, landing net-new logos across 1,000–10,000-employee companies.
• Lead discovery and qualification with MEDDPICC or Command of the Message, multi-threading from practitioners up to CDOs, CTOs, and CIOs.
• Partner with your Solutions Architect on technical evaluations and POCs, and with Support, Pro Serv, and Product Marketing to land and expand accounts.
• Bring the voice of the customer back to Product and Marketing: what buyers need from Agent Trust, and where deals win or stall.
• Help build the segment: target-account strategy, sales process, collateral, and interviewing future teammates.

What We're Looking For

• Enterprise hunting record: 4–5+ years in software sales, with 3+ in a quota-carrying role and consistent attainment on net-new logos.
• Self-built pipeline: Experience building a territory from scratch and sourcing most of your own pipeline without relying on inbound.
• Discovery and deal control: Working experience using MEDDICC, MEDDPICC, or Command of the Message to manage deals, create urgency, and close on schedule.
• Technical fluency: Ability to grasp complex technical topics rapidly and hold your own with data engineers and platform leads. Experience in data, infrastructure, or AI tooling (Snowflake, Databricks, Collibra, or similar) is a plus.
• Team player and builder: Collaborative approach to working with Solutions Architects and cross-functional teams to shape segment scaling.

This Is Not For You If

• Most of your quota attainment came from account expansion or inbound leads.
• You require a finalized playbook and a pre-built territory handed to you.
• You prefer passing every technical conversation directly to a Solutions Engineer.
• You have not carried and achieved an enterprise quota in recent years.

Why Monte Carlo

• Category creator in data observability, now pioneering agent trust.
• Series D, $236M raised, backed by Accel, Redpoint, Notable Capital, ICONIQ Growth, and Salesforce Ventures.
• Trusted by enterprise customers including HubSpot, Fox, Nasdaq, Toast, and Mercado Libre.
• Snowflake Partner of the Year and verified connector in Anthropic's Claude AI directory.
• Remote-first culture since day one with competitive compensation and equity.