montecarlodata - Strategic Account Executive, AMER

Remote - San Francisco, USA$140k - $160k+ Equity3w ago

Remote NA Account Executive SDR Product Marketing Enterprise Sales Coaching Close Procurement

Requirements

• 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

Responsibilities

• 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

Benefits

• 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 — 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. • Come As You Are • 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 https://www.montecarlodata.com/blog-2025-databricks-data-governance-partner-of-the-year/?utm_source=chatgpt.com • We were recently recognized as the #1 Data Observability Platform by G2 for the 4th consecutive quarter. See our G2 reviews here! https://www.g2.com/reports/grid-report-for-data-observability-spring-2025.embed?featured=monte-carlo&secure%5Bgated_consumer%5D=7d02ec0a-326a-40fa-8a44-fab49f67c5f1&secure%5Btoken%5D=6b3c29d18ea50ae0005295b5c63994f97c01cae81bbd3f9ea6abff73c40fde51&utm_campaign=gate-2063400 • Monte Carlo Named to G2's Best Software Products of 2026 https://www.montecarlodata.com/blog-monte-carlo-g2-best-software-product-of-2026/ • Monte Carlo was featured on Database Trends and Applications (DBTA’s) Trend-Setting Products for 2025! https://www.dbta.com/Editorial/Trends-and-Applications/Trend-Setting-Products-in-Data-and-Information-Management-for-2025-167115.aspx • We are super proud to be named the 2026 Best Place to Work by Built In! https://builtin.com/awards/us/2026/best-places-to-work • Beware of Imposter Recruiters and Job Scams • All official communication from our recruiting team will come from an @montecarlodata.com http://montecarlodata.com email address. • We will never ask candidates to provide sensitive personal information (such as bank details, social security numbers, or payment) at any stage of the recruitment process. • We will never request payment for equipment, training, or application processing. • Our open positions are always listed on our official careers page: https://jobs.ashbyhq.com/montecarlodata. • If you are contacted by someone claiming to represent Monte Carlo but you’re unsure of their legitimacy, please reach out to us directly at [email protected] before sharing any personal information.