Strategic Account Executive, AMER

Monte Carlo • San Francisco, CA

2d • $140,000 - $160,000 • Remote

About The Position

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.

Requirements

• 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.

Nice To Haves

• 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.

Responsibilities

• 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

Benefits

• Competitive compensation, equity, and a remote-first environment.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed