Strategic Account Executive, Monte Carlo
AMER
$140-160k
OTE
+ Equity + Commission
Data observability platform
Be an early applicant
Data observability platform
501-1000 employees
Be an early applicant
$140-160k
OTE
+ Equity + Commission
501-1000 employees
Company mission
To accelerate the world’s adoption of data by reducing data downtime.
Role
Who you are
- 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
What the job involves
- 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
- 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
Our take
Dozens of billion-dollar companies have emerged with a shared focus on easing the burden on engineering teams constantly battling to guarantee reliability in their products. For example, New Relic revolutionised application observability. In the same way, Monte Carlo is tackling data observability.
The service pulls information from metadata log metrics to help teams understand their data health, and if something breaks, the product will send proactive notifications. The product is an off-the-shelf SaaS offering that customers can integrate and customise over time.
The company has won some major clients including big tech companies like Affirm and Intuit, but also JetBlue, PepsiCo, CNN, The New York Times, Asics, Rivian and others from many sectors. Its goal is to help companies reduce data downtime and the time data engineers must spend on tedious data quality tasks.
'Data Observability’ became a point of furore in venture capital in 2022. For example, in the span of one week, just three companies raised more than $400 million between them. Staying at the forefront of this industry is an interesting challenge for Monte Carlo, and it met it in 2024 with product enhancements that include new GenAI capabilities for its platform.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
32% employee growth in 12 months
Company
Funding (last 2 of 4 rounds)
May 2022
$135m
SERIES D
Aug 2021
$60m
SERIES C
Total funding: $236m
Company HQ
Dolores Heights, San Francisco, CA
Leadership
Barr Moses
(Co-Founder & CEO)Previously VP of Customer Success Operations for Gainsight. Originally trained as a Management Consultant with Bain & Company. Also attended Stanford where they studied Mathematics and Computer Science.
Lior Gavish
(Co-Founder & CTO)Previously SVP of Engineering for another tech startup, Barracuda. Also previously worked for PayPal and holds an MBA from Stanford University.
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