About Monte Carlo

Monte Carlo is the agent trust platform that unifies data and agent observability to monitor, troubleshoot, and improve production AI systems. As enterprises prepare to deploy thousands of agents across business-critical use cases, Monte Carlo provides the reliability infrastructure to support them along this AI transformation, from human-guided agents to fully autonomous operations. Founded in 2019 and backed by leading investors, Monte Carlo empowers data and AI teams to ship trusted AI at scale. Learn more at montecarlo.ai

About the role

Our Strategic Sales team will be accountable for driving new logos within our Global 2000 business and for continuing to share learnings and feedback with sales, marketing, product, and engineering. These individuals will help develop the upmarket playbook and figure out how to leverage wins with key accounts across every vertical, such as Pepsi, Fox, General Mills, and Amgen, to grow market share. They will be part of the fastest-growing sales team - poised to quadruple over the next few years.

This role will report directly to our EMEA Sales Leader. Ideally, you would be open to coming into our office in London 1-2 days a week to work with the team.

Here’s what you’ll be doing

Develop and execute consultative/solution sales strategies and tactics to generate pipeline, drive sales opportunities, and deliver repeatable and predictable bookings

Leverage ABM support to prospect into CTOs and Data Leaders

Lead discovery process to gather Business Value Assessment (BVA) inputs

Co-own development of BVA presentations and own presenting to prospects

Become known as a thought leader and own executive buyer relationship, defining positive business outcomes for large enterprises

Collaborate across all major internal functional areas (sales engineering, marketing, sales, and partnerships) and with external partners and customers.

Research, identify, and generate new business opportunities to build and manage a sales funnel and pipeline.

We’re excited about you because you have

7+ years SaaS experience with 5+ years in closing roles

Experience selling to Global 2000 companies

Experience in the C-suite and excellent listening skills.

Demonstrated track record in an early-stage company or highly ambiguous environment

Experience selling to data and engineering teams complex and technical products

Experience in two of the following: outbound, category creation, and build vs. buy

Proven track record of successfully closing six and seven-figure software cloud deals with prospects and customers

Experience with consumption models (or willingness to learn) is a plus

Experience with target account selling, solution selling, and/or consultative sales techniques; knowledge of MEDDPICC and Challenger methodologies is a plus.

#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.

We are proud to be recognized for our world-class employee experience

Monte Carlo Named 2025 Databricks Data Governance Partner of the Year

We were recently recognized as the #1 Data Observability Platform by G2 for the 4th consecutive quarter. See our G2 reviews here!