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Monte Carlo is hiring a Senior Growth Account Executive to own and expand a book of strategic enterprise customers. The role focuses on land-and-expand within existing accounts—taking Monte Carlo from initial adoption by one data team into new business units, use cases, and budgets across the organization.
You will own 10–15 strategic logos generating ~$5M ARR combined, with a ~$1.2M annual quota (approximately six expansion deals at ~$325K each). Your responsibilities include:
- Mapping account org charts to identify untapped teams, business units, and budget holders
- Building pipeline through prospecting inside 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 data observability platform to measurable business outcomes
- Developing rigorous account plans that identify next expansion opportunities and account risks
- Driving 6–12 month enterprise sales cycles from initial signal through close, collaborating with Solutions Engineers, Customer Success, and sales leadership
- Traveling on-site to customers and owning complex multi-stakeholder conversations
Monte Carlo provides data observability and agent trust infrastructure for enterprises deploying AI agents at scale. The company is Series D-funded ($236M raised), backed by Accel, Redpoint, Notable Capital, ICONIQ Growth, and Salesforce Ventures. Customers include HubSpot, Fox, Nasdaq, Toast, and Mercado Libre. The platform is recognized as the #1 Data Observability Platform by G2 for four consecutive quarters and is a Snowflake Partner of the Year.
The company is remote-first by design and recognized as a Best Workplace for remote work.
REQUIREMENTS:
- 5+ years in a quota-carrying closing role with consistent attainment and sustained tenure in a single seat
- Proven track record of expansion hunting: landing in new departments and business units within existing accounts, with specific deal examples demonstrating how 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: comfortable prospecting by phone, relentless about multi-threading, and able to identify expansion paths within accounts
- Executive presence: ability to run rigorous EBRs, 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 sales experience, have primarily transactional or SMB experience, or have a pattern of frequent job changes
About Monte Carlo Data
AI / Data / Infrastructure; Data & Analytics — data observability platform for data quality and reliability.
