Strategic Account Executive (Enterprise Sales) - Monte Carlo

The Role

Monte Carlo's Strategic sales team focuses on the Global 2000 business, targeting new logos and expanding within accounts like Pepsi, Fox, General Mills, and Amgen. They are 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.

The team is set to quadruple, and you'll help define what that growth looks like.

What You'll Do

• 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.
• Engage with economic buyers (CTOs, CDOs, VPs of Data/AI) early, develop internal champions, and multi-thread every deal.
• Lead discovery, co-build Business Value Assessments with Sales Engineering, and present the business case to 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.

What We're Looking For

• 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 Sales Engineer.

• 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.