Monte Carlo

• Run technical sales cycles end to end • Sell into the agentic stack • Drive POVs that convert • Build technical champions • Bring a technical point of view

• Run technical sales cycles end to end • Sell into the agentic stack • Drive POVs that convert • Build technical champions • Bring a technical point of view

• Recruit, enable, and manage high-impact partners aligned to the EMEA revenue goals • Build joint go-to-market plays with cloud and analytics ecosystems • Generate and accelerate partner-sourced and influenced opportunities • Execute co-marketing programs and field events with ecosystem partners • Drive executive relationships across cloud and SI alliance teams

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 montecarlodata.com. The opportunity Our largest EMEA accounts represent significant untapped growth. This is a new role — not a backfill — designed to own the technical sales cycle for expansion within our most strategic customers. You’ll partner with Strategic Account Executives to turn deployed product and existing trust into larger, multi-year commitments. You’ll shape this from the ground up. What you’ll do - Run expansion sales cycles. Own discovery, solution design, demos, POV execution, and technical close for expansion opportunities within a small book of named strategic accounts. These are established customers — your job is to unlock the next layer: new business units, platforms, use cases, and stakeholders. - Build technical champions. Identify and develop the advocates inside each account who will carry Monte Carlo into the next budget cycle, platform migration, or executive review. Run briefings, workshops, and architecture reviews that position our platform as infrastructure. - Drive POVs that convert. When an account wants to extend Monte Carlo into a new platform, region, or team, you design the proof of value, set success criteria, and deliver a result that accelerates the commercial close. - Own technical account strategy. Map the whitespace in each account’s data and AI architecture. Understand where Monte Carlo sits today and where it should sit in 18 months. Bring that point of view to every account plan and QBR. - Collaborate across the team. Work alongside our Growth team (ongoing adoption and customer success), Acquisition Pre-Sales (net-new logos), and Product when strategic accounts surface requirements that could shape the roadmap. What makes this differentThis is not customer success with a quota, and it’s not net-new prospecting. It’s the full pre-sales technical cycle applied to accounts that already use Monte Carlo. Your starting position is stronger — deployed product, real usage data, existing relationships — but the complexity is higher: multiple stakeholders, competing priorities, and the longer procurement and infosec cycles that come with large European enterprises. What we’re looking for - 5+ 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. - Equal parts technical and commercial. You can whiteboard a data architecture and hold a conversation with a VP of Data about ROI and competitive positioning. You understand modern data platforms — warehouses, orchestration, transformation, BI — well enough to earn credibility with technical buyers. - Experience growing existing accounts. You’ve done expansion, upsell, or land-and-expand before — whether that was your title or simply what you did. You know why expanding an account is harder than winning a new one. - Self-directed and accountable. A small book of high-value accounts in a lean EMEA team. You prioritize your own time, know when to escalate, and know when to push back. - 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. Preferred, not required - Experience with the modern data stack: Snowflake, Databricks, dbt, Airflow, BigQuery, Spark, or similar. Data observability, data quality, or AI observability experience is a strong plus. - Familiarity with MEDDPICC, Command of the Message, or similar sales qualification and value frameworks. - Comfort with AI-augmented workflows — we operate as an AI-first company and use AI tooling extensively across the team. - Experience selling into European enterprises across multiple countries and regulatory environments. How we’ll measure success - Revenue growth in your accounts. The primary metric. Are your accounts expanding through new use cases, platforms, and stakeholders — not just renewing flat? - Expansion pipeline technically qualified and closed. You own the technical execution against the expansion pipeline — ensuring every opportunity is properly scoped, proven, and technically closed. - Technical win rate on expansion POVs. When you run a POV from a position of strength — deployed product, real usage data — the bar for conversion is high. - Renewal health. You’re not the renewal owner, but your work should set every renewal up to be larger than the last. #LI-REMOTE #BI-REMOTE 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! Monte Carlo Named to G2's Best Software Products of 2026 Monte Carlo was featured on Database Trends and Applications (DBTA’s) Trend-Setting Products for 2025! We are super proud to be named the 2026 Best Place to Work by Built In! Beware of Imposter Recruiters and Job Scams - All official communication from our recruiting team will come from an @montecarlodata.com email address. - We will never ask candidates to provide sensitive personal information (such as bank details, social security numbers, or payment) at any stage of the recruitment process. - We will never request payment for equipment, training, or application processing. - Our open positions are always listed on our official careers page: https://jobs.ashbyhq.com/montecarlodata. If you are contacted by someone claiming to represent Monte Carlo but you’re unsure of their legitimacy, please reach out to us directly at recruiting@montecarlodata.com before sharing any personal information.

• Design and ship AI agents that replace high-volume manual marketing workflows • Rebuild marketing operations infrastructure with predictive lead scoring, lifecycle management, and agent-forward workflows that increase business efficiency • Wire together the marketing stack — Salesforce, HubSpot, Qualified, Clay, ZoomInfo, and our data warehouse • Build personalization and testing tools that improve campaign performance at scale • Own the systems you ship: monitor them, build fallback logic, instrument for observability, iterate on results • Work directly with marketing leadership, RevOps, and sales to identify the highest-leverage problems and translate them into working software

• Help build a pipeline at Monte Carlo. • Triage inbound leads against our ICP. • Outbound to strategic prospects and follow up fast. • Work with marketing to hit pipeline goals.

• Diagnose and resolve technical issues across Monte Carlo's platform — data pipelines, monitors, alerts, integrations, and agent observability features • Own issues end-to-end: triage, reproduce, escalate to Engineering when needed, validate fixes, and close the loop with customers • Build and maintain documentation, runbooks, and a knowledge base • Work alongside the team building AI-powered support tooling • Partner with Engineering and Product on bugs and feature gaps • Drive high-priority customer issues over the line • Collaborate with Customer Success, Sales, and Field Engineering • Use AI to surface patterns across cases

• Meet with customers to understand their technical requirements • Build integrations and connectors • Run rapid field testing in customer environments • Document customer needs and relay to Engineering • Work alongside senior FDEs

• 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.

• Own the AI observability category narrative — defining what it is, why it matters, and why Monte Carlo leads it — across launches, campaigns, and competitive moments • Craft differentiated positioning that lands with technical practitioners (data engineers, ML platform teams, AI engineers) and executive buyers (CDOs, CIOs, Heads of AI/ML) • Build and execute GTM plans for new product releases, including messaging frameworks, launch plans, and pricing insights • Track the competitive and adjacent landscape and translate signals into sharp positioning and field-ready battlecards • Equip the sales team to win: battlecards, objection-handling guides, and training materials that the field actually uses • Partner with content and demand gen to produce high-impact assets — whitepapers, webinars, case studies — that build pipeline • Bring customer and market intelligence directly to Product, influencing roadmap priorities