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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 agents across business-critical use cases, 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 including HubSpot, Fox, Nasdaq, Toast, and Mercado Libre.
You will own the technical win inside strategic US enterprise accounts as a Senior Sales Engineer, partnered directly with Account Executives and working fully remote. Your responsibilities include:
- Running technical sales cycles end to end: own discovery, solution design, demos, POV execution, and technical close for opportunities within strategic US enterprises. Partner with Account Executives on commercial strategy and drive the technical win independently.
- Selling into the agentic stack: help customers understand how to observe, trust, and improve agent systems deployed on Databricks, Snowflake, and proprietary platforms — from data pipelines feeding agents to context retrieval, decision-making, and outputs.
- Driving POVs that convert: design proofs of value with agreed success criteria, manage evaluations, and deliver results that remove technical objections and accelerate commercial close.
- Building technical champions: identify and develop advocates inside each account who will carry Monte Carlo into the next budget cycle or platform decision. Run briefings, workshops, and architecture reviews that position the platform as infrastructure.
- Bringing a technical point of view: understand each customer's data and AI architecture deeply — where agents run, how they're instrumented, and where reliability breaks down. Bring that perspective to account plans and QBRs.
Success is measured by technical win rate on POVs, technical execution against pipeline, and revenue growth with growing consumption over time.
REQUIREMENTS:
- Hands-on experience with enterprise AI and agent deployments. You've deployed agents in enterprise organizations or worked closely enough with teams that do to understand architecture, failure modes, and operational reality.
- Fluency in AI observability concepts: traces, spans, evaluations, instrumentation as working vocabulary. Experience with OpenTelemetry highly prized; exposure to Databricks Genie, Snowflake Cortex, or similar enterprise AI platforms.
- 3+ years in pre-sales, solutions engineering, or strategic technical account management within B2B AI-first companies and SaaS organizations, with meaningful experience in enterprise accounts. You've navigated procurement, infosec reviews, and multi-stakeholder buying committees.
- Domain background in data, observability, agent trust, or agent-first products — you've worked in one of these, not next to one.
- Equal parts technical and business focused: can whiteboard an agent architecture and hold conversations with VPs of Data & AI about ROI and competitive positioning. Credible with engineers, effective with executives.
- Self-directed and accountable: prioritize your own time, know when to escalate, and know when to push back.
- Strong communicator across seniority levels: equally comfortable in technical deep-dives with platform engineers and presenting business cases to C-minus-1.
PREFERRED:
- Modern data stack experience: Snowflake, Databricks, dbt, Airflow, BigQuery, or similar. Data observability or data quality experience is a plus.
- Experience growing existing enterprise accounts — expansion, upsell, or land-and-expand motions.
- Familiarity with MEDDPICC, Command of the Message, or similar sales qualification frameworks.
- Experience selling into enterprises across multiple countries and regulatory environments.
- Hands-on prototyping during sales cycles.
About Monte Carlo Data
AI / Data / Infrastructure; Data & Analytics — data observability platform for data quality and reliability.
