Senior Sales Engineer (Forward Deployed Engineer - Pre Sales)

Join Monte Carlo, a leading data observability platform, as a Senior Sales Engineer. In this role, you will be responsible for driving technical sales cycles, designing solutions, executing proofs of value, and building technical champions within strategic US enterprises. You will work closely with Account Executives and have a deep understanding of data and AI architecture. Success will be measured by technical win rates, execution against the pipeline, and revenue growth.

• Run technical sales cycles end to end, owning discovery, solution design, demos, POV execution, and technical close for opportunities within strategic US enterprises.
• Drive proofs of value (POVs) that convert, designing proofs of value with agreed success criteria, managing the evaluation, and delivering results that remove technical objections.
• Build technical champions within each account, identifying and developing advocates who will carry the product into the next budget cycle, platform decision, or executive review.

• Domain background in data, observability, agent trust, or agent-first products. You've worked in one of these, not next to one
• 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
• Strong communicator across seniority levels. Equally comfortable in a technical deep-dive with a platform engineer and presenting a business case to a C-minus-1
• Equal parts technical and business focused. You can whiteboard an agent architecture and hold a conversation with a VP of Data & AI about ROI and competitive positioning. Credible with engineers, effective with executives
• Self-directed and accountable. A lean team with high-value accounts. You prioritize your own time, know when to escalate, and know when to push back
• Fluency in AI observability concepts. Traces, spans, evaluations, instrumentation — these are working vocabulary, not buzzwords. Experience with OpenTelemetry is highly prized, as is exposure to Databricks Genie, Snowflake Cortex, or similar enterprise AI platforms
• 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 the architecture, the failure modes, and the operational reality. You know what it takes to get an agent from demo to production
• 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 and value frameworks
• Experience selling into enterprises across multiple countries and regulatory environments
• Hands-on prototyping during a sales cycle