Senior Account Executive, Key Accounts

About Monte Carlo

Monte Carlo is the agent trust platform that autonomously observes, fixes, and continuously improves agents and the data that powers them — so enterprises can scale trust at the speed of AI. Bayes, our AI teammate, does the work: detecting, triaging, troubleshooting, and fixing issues in AI agents and the data powering them. The result is self-improving agents that get better with every fix instead of drifting. More than 400 enterprises, including Amazon, PepsiCo, CNN, Nasdaq, and JetBlue, rely on Monte Carlo. 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.