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About the Role
Monte Carlo's Strategic sales team focuses on Global 2000 businesses, aiming to acquire new logos and expand within existing accounts. This role involves hunting new logos, managing full-cycle enterprise deals within a defined territory, shaping the upmarket strategy, and driving market share growth. The team is projected to quadruple in size, offering a significant opportunity to influence its expansion.
Responsibilities
- Prioritize a 50-60 account territory and build a self-sustaining pipeline through outbound efforts, ABM, partner co-sell, and AI tools, maintaining 3-4x quota coverage.
- Engage economic buyers (CTOs, CDOs, VPs of Data/AI) early, cultivate internal champions, and develop multi-threaded relationships within accounts.
- Lead discovery sessions, collaborate with Sales Engineering on Business Value Assessments, and present business cases to executive decision-makers.
- Close six- and seven-figure, multi-year deals, navigating procurement, security review, and legal processes.
- Develop account plans to expand initial wins into multi-departmental footprints.
- Provide competitive intelligence and deal learnings to Sales Leadership, Product, and Marketing to refine sales strategies.
Requirements
- Proven enterprise hunting track record with consistent success in closing large enterprise deals and building pipeline.
- Experience in the data ecosystem, observability, or infrastructure sectors, with the ability to discuss technical concepts with buyers.
- Proficiency in value selling and executive presence, including identifying customer pain points, developing champions, and building business cases.
- Experience using MEDDPICC for deal qualification.
- Ability to engage in business conversations with C-level buyers regarding risk, reliability, and outcomes.
- Demonstrated success in startup or scale-up environments, with the ability to create urgency and adapt to coaching.
- Experience with consumption-based pricing models or a strong interest in usage-based forecasting is a plus.
Skills
- Enterprise Sales
- Pipeline Generation
- Account Management
- Value Selling
- Executive Presence
- MEDDPICC
- Data Ecosystem Knowledge
- Observability
- AI Readiness
- Business Case Development
- Negotiation
- Forecasting
Location
- California
- East Coast (New York/Boston)
Work Type
- Remote-first
Experience Level
- Enterprise Hunting Experience
- Experience in startup or scale-up environments
Benefits
- Competitive compensation
- Equity
- Remote-first environment
About the Company
- Monte Carlo is the agent trust platform that unifies data and agent observability to monitor, troubleshoot, and improve production AI systems.
- The company provides reliability infrastructure for enterprises deploying AI systems, supporting the transition to autonomous operations.
- Founded in 2019, Monte Carlo is backed by leading investors and empowers data and AI teams to deliver trusted AI at scale.
- Monte Carlo created the data observability category and is now innovating in agent trust.
- The company has raised $236M in Series D funding from investors including Accel, Redpoint, Notable Capital, ICONIQ Growth, and Salesforce Ventures.
- Customers include HubSpot, Fox, Nasdaq, Toast, and Mercado Libre.
- Monte Carlo is a Snowflake Partner of the Year and has a verified connector in Anthropic's Claude AI directory.
- The company has been remote-first since its inception and is recognized as a Best Workplace for remote employees.
Equal Opportunity
- Equality is a core tenet of Monte Carlo's culture.
- The company is committed to building an inclusive global team that represents a variety of backgrounds, perspectives, beliefs, and experiences.
- Monte Carlo is an equal-opportunity employer.
- The company celebrates diversity and is committed to creating an inclusive environment for all employees.