[Hiring] Strategic Account Executive @Monte Carlo

Role Description

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.

Qualifications

• Enterprise hunting track record.
• Data ecosystem background.
• Value selling and executive presence.
• Builder mindset.
• Consumption model fluency (plus).

Requirements

• 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.

Benefits

• 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.

Company Description

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.
• We were recently recognized as the #1 Data Observability Platform by G2 for the 4th consecutive quarter.
• Monte Carlo Named to G2's Best Software Products of 2026.
• Monte 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!