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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 AI agents at scale, from human-guided agents to fully autonomous operations. Founded in 2019 and backed by leading investors including Accel, Redpoint, and Salesforce Ventures, Monte Carlo serves customers like HubSpot, Fox, Nasdaq, and Mercado Libre.
In this Senior Growth Account Executive role, you will own a book of 10–15 strategic enterprise logos (~$5M ARR) and carry a ~$1.2M annual quota, targeting approximately six expansion deals at ~$325K each. Your primary responsibility is to expand Monte Carlo's footprint within existing customer organizations by identifying and penetrating new business units, departments, and budget holders.
Key responsibilities include:
- Mapping each account's organizational structure to identify untapped teams and business units
- Building pipeline through direct prospecting within accounts, multi-threading from practitioners to executive sponsors, and converting single champions into multiple stakeholders
- Running Executive Business Reviews (EBRs) and Quarterly Business Reviews (QBRs) that tie Monte Carlo's solutions to measurable business outcomes
- Developing comprehensive account plans that identify expansion opportunities and potential risks
- Driving 6–12 month enterprise sales cycles from initial signal through close, collaborating with Solutions Engineers, Customer Success, and sales leadership
- Conducting on-site customer visits and leading complex negotiations with confidence
This is an expansion-focused hunter role, not a renewal or account management position. You will be expected to identify new buyers within existing accounts and close deals that represent genuine expansion into new departments or use cases.
REQUIREMENTS:
- 5+ years in quota-carrying closing roles with consistent attainment and sustained tenure in individual seats
- Proven track record of expanding existing accounts by landing in new departments and business units; must be able to articulate specific deals where you identified new buyers and closed them (renewals and CS-handed upsells do not qualify)
- Experience selling data or infrastructure products to technical buyers; ability to engage with technical data teams and translate reliability into business cases for CFO-level approval
- Strong pipeline generation skills; comfort with phone prospecting, relentless multi-threading, and ability to identify expansion paths beyond renewal dates
- Executive presence and ability to run rigorous account plans, escalate appropriately, and manage complex multi-stakeholder enterprise deals with confidence
- Not a fit if you prefer account management and renewals over expansion hunting, lack data/infrastructure product sales experience, have primarily transactional or SMB experience, or have a pattern of frequent job changes
