Strategic Account Executive, AMER

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 https://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 #LI-REMOTE #BI-REMOTE WHY MONTE CARLO - We created the data observability category, and we're doing it again with agent trust https://montecarlo.ai/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 — you