At a Glance
- Tasks: Drive technical sales cycles and expand existing accounts with innovative AI solutions.
- Company: Join Monte Carlo, a leading data observability platform transforming AI systems.
- Benefits: Enjoy a remote work environment, competitive salary, and a commitment to diversity.
- Other info: Be part of a dynamic team focused on growth and innovation.
- Why this job: Shape the future of AI in a role that combines tech and strategy.
- Qualifications: 5+ years in pre-sales or solutions engineering with enterprise experience.
The predicted salary is between 70000 - 90000 £ per year.
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.
The opportunity: Our largest EMEA accounts represent significant untapped growth. This is a new role 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.
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.
- 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.
- Drive POVs that convert. 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 and bring that point of view to every account plan and QBR.
- Collaborate across the team. Work alongside our Growth team, Acquisition Pre-Sales, and Product when strategic accounts surface requirements that could shape the roadmap.
What makes this different: This 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.
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.
- 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.
- Experience growing existing accounts. You’ve done expansion, upsell, or land-and-expand before.
- Self-directed and accountable. You prioritize your own time, know when to escalate, and know when to push back.
- Strong communicator across seniority levels.
Preferred, not required:
- Experience with the modern data stack: Snowflake, Databricks, dbt, Airflow, BigQuery, Spark, or similar.
- Familiarity with MEDDPICC, Command of the Message, or similar sales qualification and value frameworks.
- Comfort with AI-augmented workflows.
- Experience selling into European enterprises across multiple countries and regulatory environments.
How we’ll measure success:
- Revenue growth in your accounts.
- Expansion pipeline technically qualified and closed.
- Technical win rate on expansion POVs.
- Renewal health.
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.
