About Monte CarloMonte 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:Our Strategic team will be accountable for driving successful new logos and growing existing customers within our Global 2000 business and continue to pass learnings and feedback back to sales, marketing, product, and engineering. These individuals will help execute the upmarket playbook and figure out how to leverage wins within key accounts across every vertical, like Pepsi, Fox, General Mills, and Amgen, to build market share. They will be part of the fastest-growing sales team - poised to quadruple over the next few years.This role will report directly to a Strategic Sales Leader and ideally be based on the West Coast of the US.Here’s what you’ll be doing:Develop and execute consultative/solution sales strategies and tactics to generate pipeline, drive sales opportunities, and deliver repeatable and predictable bookingsLeverage ABM support to prospect into CTOs and Data LeadersLead discovery process to gather Business Value Assessment (BVA) inputsCo-own development of BVA presentations and own presenting to prospectsBecome known as a thought leader and own executive buyer relationship, defining positive business outcomes for large enterprisesCollaborate across all major internal functional areas (sales engineering, marketing, sales, and partnerships) and with external partners and customers.Research, identify, and generate new business opportunities to build and manage a sales funnel and pipeline.We’re excited about you because you have:7+ years SaaS experience with 5+ years in closing rolesExperience selling to Global 2000 companiesExperience in the C-suite and excellent listening skills.Demonstrated track record in an early-stage company or highly ambiguous environmentExperience selling to data and engineering teams complex and technical productsExperience in two of the following: outbound, category creation, and build vs. buyProven track record of successfully closing six and seven-figure software cloud deals with prospects and customersExperience with consumption models (or willingness to learn) is a plusExperience with target account selling, solution selling, and/or consultative sales techniques; knowledge of MEDDPICC and Challenger methodologies is a plus.We are proud to be recognized for our world-class employee experience:
Monte Carlo Named 2025 Databricks Data Governance Partner of the YearWe 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 2026Monte 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!Come As You AreEquality 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.The base salary range for this role is listed above annually, plus eligibility for commission. Final compensation will be determined based on skills, experience, and location.At Monte Carlo, we take a market-based approach to compensation. We are data-driven, transparent, and consistent. As the market data changes over time, the targeted salary for this role may be adjusted.This role is also eligible to participate in Monte Carlo's Equity and Benefits offering, including the following:Stock OptionsHealthcare plans401k Retirement PlanWellness StipendHome Office StipendCell Phone or WIFI reimbursementPaid Parental LeaveFlexible Time OffGenerous Travel Policy
