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Monte Carlo is the agent trust platform that unifies data and agent observability to monitor, troubleshoot, and improve production AI systems. The company provides reliability infrastructure for enterprises deploying thousands of agents across business-critical use cases, from human-guided agents to fully autonomous operations. Founded in 2019 and Series D-backed ($236M raised by Accel, Redpoint, Notable Capital, ICONIQ Growth, and Salesforce Ventures), Monte Carlo serves customers including HubSpot, Fox, Nasdaq, Toast, and Mercado Libre.
You will own a US Enterprise territory end-to-end, covering companies with 1,000–10,000 employees. Your responsibilities include:
- Building and owning your territory: mapping and prioritizing accounts, generating at least half your pipeline through self-directed outbound prospecting.
- Running full-cycle deals from first meeting to signature, landing net-new logos in the 1,000–10,000-employee segment.
- Leading discovery and qualification using MEDDPICC or Command of the Message frameworks, multi-threading from practitioners to CDOs, CTOs, and CIOs.
- Partnering with Solutions Architects on technical evaluations and POCs, and collaborating with Support, Professional Services, and Product Marketing to land and expand accounts.
- Bringing customer voice back to Product and Marketing teams: identifying what buyers need from Agent Trust and where deals win or stall.
- Contributing to segment strategy: target-account planning, sales process refinement, collateral development, and interviewing future sales team members.
Monte Carlo is remote-first by design and recognized as a Best Workplace for remote work. The company created the data observability category and is now establishing the agent trust market. You'll be building where the market is forming, not where it's settled.
REQUIREMENTS:
- 4–5+ years in software sales, with 3+ years in a quota-carrying role and consistent attainment on net-new logos. Must be able to point to specific deals and numbers.
- Proven track record of self-built pipeline: you've built a territory from scratch and sourced most of your own pipeline without relying on inbound leads.
- Mastery of discovery and deal control methodologies: MEDDPICC, MEDDPICC, or Command of the Message. You create urgency and close on time.
- Technical fluency: ability to pick up complex technical topics quickly and hold your own with data engineers and platform leads. Experience in data, infrastructure, or AI tooling space (Snowflake, Databricks, Collibra, and similar) is a plus.
- Team player and builder mentality: you treat your Solutions Architect as a real partner, work well across teams, and want to shape how this segment scales.
- NOT a fit if most of your number came from expansion or inbound, if you need a finished playbook and pre-built territory, if you'd rather pass technical conversations to your SE, or if you haven't carried and hit an enterprise quota in recent years.
About Monte Carlo Data
AI / Data / Infrastructure; Data & Analytics — data observability platform for data quality and reliability.
