Senior Account Executive, Key Accounts

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

The Role

We're hiring a Senior Account Executive, Key Accounts, to own a book of existing enterprise customers and grow it. Most of our customers start with one data team. Your job is to take Monte Carlo from that first team into new business units, new use cases, and new budget across the rest of the org. As enterprises put AI agents into production, data and AI reliability is becoming a board-level problem, and our customers are ready to expand. This is a senior AE seat, and we're looking for a hunter: you'll expand within our existing accounts, landing new teams, business units, and budget, not managing renewals.

What You'll Do

• Own a book of 10-15 of our most strategic logos (~$5M ARR) and carry a ~$1.2M annual quota, roughly six expansion deals at ~$325K each.
• Map each account's org chart and break into the teams, business units, and budgets we're not in yet.
• Build pipeline yourself: prospect inside your accounts, multi-thread from practitioner to exec sponsor, and turn a single champion into many.
• Run EBRs and QBRs that tie Monte Carlo to business outcomes, and build account plans that show where the next deal is and where the risk is.
• Drive 6–12 month enterprise cycles from first signal to close, working with SEs, CS, and sales leadership.
• Get on-site with customers and own the room.

What We're Looking For

Expansion hunter. 5+ years in a quota-carrying closing role with consistent attainment and sustained tenure. You've grown existing accounts by landing in new departments and business units, and you can walk us through specific deals where you found the new buyer and closed it. Renewals and CS-handed upsells don't count.

Data-space seller. You've sold data or infrastructure products to technical buyers. You can hold your own with technical data teams and turn reliability into a business case a CFO signs.

Pipeline creator. You go find pipeline instead of waiting for it. You're comfortable on the phone, relentless about multi-threading, and you see expansion paths where other reps see a renewal date.

Executive presence. Executives take your EBRs seriously. You build rigorous account plans, escalate early, and run complex multi-stakeholder deals with confidence.

This Is Not For You If

• You prefer managing accounts and renewals over hunting new business inside them.
• You haven't sold data or infrastructure products and aren't interested in learning a technical buyer.
• Your experience is mostly transactional or SMB, without multi-stakeholder enterprise cycles.
• You've changed companies every year and can't point to a sustained run in one seat.

#LI-REMOTE

#BI-REMOTE

Why Monte Carlo

• We created the data observability category, and we're doing it again with 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

We were recently recognized as the #1 Data Observability Platform by G2 for the 4th consecutive quarter. See our G2 reviews here!

Monte Carlo Named to G2's Best Software Products of 2026

Monte Carlo was featured on Database Trends and Applications (DBTA’s) Trend-Setting Products for 2025!

We are super proud to be named the 2026 Best Place to Work by Built In!

Beware of Imposter Recruiters and Job Scams

• All official communication from our recruiting team will come from an @ 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 : https://jobs.ashbyhq.com/montecarlodata .

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.

Where you can sell from

Fully remote, for people based in one of these 20 countries: Argentina, Bolivia, Brazil, Canada, Chile, Colombia, Costa Rica, Dominican Republic, Ecuador, Guatemala, Honduras, Mexico, Nicaragua, Panama, Peru, Paraguay, El Salvador, United States, Uruguay and Venezuela.