Strategic 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

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.

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 and 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.
• Consumption model fluency (plus): Experience with usage-based pricing or a real interest in how forecasting works when deal size flexes with adoption.

Why Monte Carlo

• We created the data observability category and are doing it again with agent trust — you'll build where the market is forming.
• Series D, $236M raised, backed by Accel, Redpoint, Notable Capital, ICONIQ Growth, and Salesforce Ventures.
• Customers include HubSpot, Fox, Nasdaq, Toast, and Mercado Libre.
• 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.