Job description

About Monte Carlo Monte 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 montecarlo.ai montecarlo.ai About the role: We're looking for a Strategic SDR who will help build a pipeline at Monte Carlo. You'll triage inbound leads against our ICP, outbound to our most strategic prospects, follow up fast, and convert high-quality prospects into opportunities for our sales team. This isn't just a lead-routing role — you'll help build the inbound playbook from scratch, working hand in hand with marketing to hit our pipeline goals. AI is a core part of how you'll work. You'll use AI tools daily to research accounts, personalize outreach at scale, prioritize your queue, and move faster than a traditional SDR ever could. We want someone who sees AI as a multiplier, not a shortcut. We're Excited About You Because - You bring 1+ years of experience in pipeline generation or a process-heavy role. - You've thrived in an early-stage or ambiguous environment where the playbook didn't exist yet. - You're comfortable with complex, consultative sales cycles, and you know how to ask the right questions before you ever pitch anything. Cultural Characteristics - Ownership. You're intrinsically motivated to build something special. High accountability, bias for action, and you go find the answers when nobody has them. - Prioritization. You can structure a process and stay disciplined about what actually moves the needle. - Integrity. - Worthy of trust, honest about failures, acts in a way that makes us proud of the journey. - Customer orientation. You lead with deep empathy and a genuine focus on adding value, not just booking meetings. - Beat the odds. You set big goals and hold yourself to a high standard to overachieve them. You fail forward — own your mistakes and help the company learn from them. - Speed. You have an urgent need to get results and learnings as fast as possible. - AI forward #LI-REMOTE #BI-REMOTE WHY MONTE CARLO - We created the data observability category, and we're doing it again with agent trust montecarlo.ai — 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 montecarlodata.com We were recently recognized as the #1 Data Observability Platform by G2 for the 4th consecutive quarter. See our G2 reviews here! g2.com Monte Carlo Named to G2's Best Software Products of 2026 montecarlodata.com Monte Carlo was featured on Database Trends and Applications (DBTA’s) Trend-Setting Products for 2025! dbta.com We are super proud to be named the 2026 Best Place to Work by Built In! builtin.com Beware of Imposter Recruiters and Job Scams - All official communication from our recruiting team will come from an @montecarlodata.com 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: jobs.ashbyhq.com. 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 recruiting@montecarlodata.com before sharing any personal information.

Requirements

Must-haves

We're Excited About You Because
You bring 1+ years of experience in pipeline generation or a process-heavy role.
You've thrived in an early-stage or ambiguous environment where the playbook didn't exist yet.
You're comfortable with complex, consultative sales cycles, and you know how to ask the right questions before you ever pitch anything.
Cultural Characteristics
Ownership. You're intrinsically motivated to build something special. High accountability, bias for action, and you go find the answers when nobody has them.
Prioritization. You can structure a process and stay disciplined about what actually moves the needle.
Worthy of trust, honest about failures, acts in a way that makes us proud of the journey.
Customer orientation. You lead with deep empathy and a genuine focus on adding value, not just booking meetings.
Beat the odds. You set big goals and hold yourself to a high standard to overachieve them. You fail forward — own your mistakes and help the company learn from them.
Speed. You have an urgent need to get results and learnings as fast as possible.
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 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

Nice-to-haves

None flagged.

Application prep

Use the role’s language and application details while tailoring your materials.

Keywords to mirror

aigo

Platform: ashby
Effort: quick