Strategic Account Executive (AMER)

Join Monte Carlo's Strategic sales team as a Strategic Account Executive. You will be responsible for landing new logos and expanding within accounts like Pepsi, Fox, General Mills, and Amgen. This role requires a strong background in enterprise sales, a builder mindset, and experience in the data ecosystem. You will prioritize a 50-60 account territory, develop champions, lead discovery, close multi-year deals, and write account plans.

• Prioritize a 50–60-account territory and build a self-sustaining pipeline with your SDR through outbound, ABM, partner co-sell, and AI tools.
• Get to economic buyers (CTOs, CDOs, VPs of Data/AI) early, develop champions who sell for you internally, and multi-thread every deal.
• Close six- and seven-figure, multi-year deals through procurement, security review, and legal.

• Enterprise hunting track record. You've consistently won larger enterprise deals with new logos through complex, multi-year enterprise sales cycles, and hit or beaten quota by building your own pipeline rather than expanding an inherited book
• Builder mindset. You've succeeded in startup or scale-up environments without a mature playbook. You can create urgency around problems that don't have a budget line yet, and you take coaching fast without needing hand-holding
• Data ecosystem background. You've sold in the data ecosystem, observability, or infrastructure. You can talk pipelines, observability, and AI readiness with technical buyers without relying entirely on your SE
• Value selling and executive presence. You find the customer's real pain, develop champions, and build the business case. You use MEDDPICC to qualify deals, not as a substitute for a selling strategy. You have business conversations with C-level buyers about risk, reliability, and outcomes
• Consumption model fluency (plus). You have experience with usage-based pricing, or a real interest in how forecasting works when deal size flexes with adoption