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 THE ROLE We're growing our US Enterprise sales team, which covers companies with 1,000–10,000 employees. You'll own a territory end-to-end. You build the pipeline, run the cycle, and close net-new logos on large, semi-complex deals, selling Agent Trust to data and AI leaders under pressure to make their agents work in production. WHAT YOU'LL DO - Build and own a US Enterprise territory: map and prioritize accounts, and generate at least half your pipeline through your own outbound. - Run full-cycle deals from first meeting to signature, landing net-new logos across 1,000–10,000-employee companies. - Lead discovery and qualification with MEDDPICC or Command of the Message, multi-threading from practitioners up to CDOs, CTOs, and CIOs. - Partner with your Solutions Architect on technical evaluations and POCs, and with Support, Pro Serv, and Product Marketing to land and expand accounts. - Bring the voice of the customer back to Product and Marketing: what buyers need from Agent Trust, and where deals win or stall. - Help build the segment: target-account strategy, sales process, collateral, and interviewing future teammates. WHAT WE'RE LOOKING FOR - Enterprise hunting record. 4–5+ years in software sales, with 3+ in a quota-carrying role and consistent attainment on net-new logos. You can point to the deals and the numbers. - Self-built pipeline. You've built a territory from scratch and sourced most of your own pipeline without relying on inbound. - Discovery and deal control. MEDDICC, MEDDPICC, or Command of the Message is how you actually run deals. You create urgency and close on time. - Technical fluency. You pick up complex technical topics fast and hold your own with data engineers and platform leads. Experience in the data, infrastructure, or AI tooling space (Snowflake, Databricks, Collibra, and similar) is a plus. - Team player and builder. You treat your SA as a real partner, work well across teams, and want a hand in shaping how this segment scales. THIS IS NOT FOR YOU IF - Most of your number came from expansion or inbound. This role is about winning new logos. - You need a finished playbook and a pre-built territory handed to you. - You'd rather pass every technical conversation to your SE. - You haven't carried and hit an enterprise quota in the last few years. #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

Build and own a US Enterprise territory: map and prioritize accounts, and generate at least half your pipeline through your own outbound.
Run full-cycle deals from first meeting to signature, landing net-new logos across 1,000–10,000-employee companies.
Lead discovery and qualification with MEDDPICC or Command of the Message, multi-threading from practitioners up to CDOs, CTOs, and CIOs.
Partner with your Solutions Architect on technical evaluations and POCs, and with Support, Pro Serv, and Product Marketing to land and expand accounts.
Bring the voice of the customer back to Product and Marketing: what buyers need from Agent Trust, and where deals win or stall.
Help build the segment: target-account strategy, sales process, collateral, and interviewing future teammates.
Enterprise hunting record. 4–5+ years in software sales, with 3+ in a quota-carrying role and consistent attainment on net-new logos. You can point to the deals and the numbers.
Self-built pipeline. You've built a territory from scratch and sourced most of your own pipeline without relying on inbound.
Discovery and deal control. MEDDICC, MEDDPICC, or Command of the Message is how you actually run deals. You create urgency and close on time.
Team player and builder. You treat your SA as a real partner, work well across teams, and want a hand in shaping how this segment scales.
Most of your number came from expansion or inbound. This role is about winning new logos.
You need a finished playbook and a pre-built territory handed to you.
You'd rather pass every technical conversation to your SE.
You haven't carried and hit an enterprise quota in the last few years.
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:

Nice-to-haves

None flagged.

Application prep

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

Keywords to mirror

Platform: ashby
Effort: quick