About Monte Carlo
As businesses increasingly rely on data to power digital products and drive better decision-making, it’s mission-critical that this data is accurate and reliable. Monte Carlo, the data reliability company, is the creator of the industry's first end-to-end Data Observability platform. Named an Inc. Best Workplace for 2024, a DBTA Readers Choice for Best Data Observability Solution for 2024, a G2 Best Product for 2023, and the "New Relic for data" by Forbes, we've raised $236M from Accel, ICONIQ Growth, GGV Capital, Redpoint Ventures, IVP, and Salesforce Ventures. Monte Carlo works with data-driven companies like Fox, Pepsico, Amazon, American Airlines, and other leading enterprises to help them achieve trust in data.
About the role:
Our Strategic team will be accountable for driving successful new logos and growing existing customers within our Global 2000 business and continue to pass learnings and feedback back to sales, marketing, product, and engineering. These individuals will help execute the upmarket playbook and figure out how to leverage wins within key accounts across every vertical, like Pepsi, Fox, General Mills, and Amgen, to build 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 a Strategic Sales Leader and is open to anywhere in the US on the West Coast.
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
Build strong and effective relationships, resulting in growth opportunities
Become known as a thought leader in how Monte Carlo drives 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:
Proven SaaS Experience: 7+ years in SaaS with at least 5+ years in closing roles.
Technical Product Expertise: Experience selling complex, technical products to data and engineering teams.
Outbound and Category Creation Skills: Demonstrated experience in at least two of the following: outbound selling, category creation, or navigating build-vs-buy discussions.
Consumption Model Familiarity: Experience with consumption-based models (or a strong willingness to learn) is a plus.
Enterprise Sales Expertise: A proven track record of selling to enterprise clients (10k+ employees) with extended sales cycles (9-12 months).
High ASP Success: Familiarity with selling high-value deals, specifically $400k+ ASP to large organizations.
Value-Based Selling Approach: Background in value-selling that focuses on business outcomes and ROI rather than features.
MEDDPICC Knowledge: Strong understanding and application of the MEDDPICC sales methodology.
Command of the Message (CoM): Preferred experience with CoM or similar structured sales frameworks.
Multi-Persona Sales Mastery: Success in engaging stakeholders across multiple personas within client organizations at all levels.
Land and Expand Expertise: Demonstrated success with a land-and-expand strategy, maintaining 80% focus on expanding existing accounts and 20% on acquiring new logos.
Sales-Driven Mindset: A results-oriented, high-performing sales mentality, ideally shaped in a growth-focused or high-performing sales culture.
Data Domain Knowledge: Familiarity with the data solutions or analytics field, or a strong interest in developing expertise in this space.
Startup or Growth Experience: Recent experience working in a small to mid-sized growth company or startup environment, thriving in fast-paced and dynamic settings.
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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 to American's Most Loved Workplace List 2024
Monte Carlo Named an Inc. Best Workplace for 2024
Monte Carlo Named A Top 20 ORG For Venture Capital Funded Companies, Spring 2024
Monte Carlo Named A Top 5 ORG in San Francisco, Spring 2024
