Director, Strategic Sales , East - Remote Eligible

About Monte Carlo

As businesses increasingly rely on data + AI for competitive advantage, reliability has become a non-negotiable. Named a CBInsights AI100 company and described by Forbes as the "New Relic for data", Monte Carlo supports some of the world's most prestigious companies, including Fox, Roche, Honeywell, and CreditKarma to deliver trustworthy data + AI at scale.

Backed by Accel, Redpoint Ventures, Notable Capital, ICONIQ Growth, and Salesforce Ventures, Monte Carlo is powering the future of reliable data + AI.

About the role:

We are growing our sales leadership team and looking for a dynamic and results-oriented Strategic Sales Leader to join our team. As the Strategic Sales Leader, you will play a pivotal role in driving our sales efforts into the Global 2000 and expanding our footprint with the largest data teams in the world. You will lead a team of high-performing sales professionals, shape our sales and support strategy, and foster relationships with key clients. 

This position reports to our Chief Revenue Officer (CRO) and can be anywhere on the East Coast in the US.

Here’s what you’ll be doing:

• Hire and develop a team of Strategic Account Executives

• Create situational playbooks and sales plays to land net new logos and drive incremental usage within the customer base

• Build tight partnerships with the Customer Success team to accelerate usage and ensure positive customer sentiment

• Partner with sales leadership to further define a successful and repeatable sales process

• Understand the challenges facing the team and clear the way to allow for success 

• Regularly report on team and individual results through pipeline management and forecasting. Identify and make recommendations for improvement in the areas of process, efficiency, and productivity

• Overachieve targets on both new business and usage

• Create a winning culture of high performing and engaged team for Strategic Sales

We’re excited about you because you have:

• 5+ years of recent experience leading enterprise or strategic sales reps in a fast-paced, matrixed environment. Sales management experience in data-driven industries is optimal 

• 10+ years of full-cycle, B2B sales experience in complex software sales; a successful track record of winning new business at the enterprise and strategic level.

• Demonstrated success in forecasting, territory account mapping, research and planning, and running discovery meetings for key/strategic accounts.

• Excellent communication skills; the ideal candidate will be a natural storyteller who can articulate complex ideas and easily engage varied audiences.

• Ability to work autonomously while also collaborating with multi-disciplined teams.

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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

Monte Carlo Named the 2025 Databricks Governance Partner of the Year

Monte Carlo #1 Data Observability Platform G2 for 8th Consecutive Quarters 2025