Senior Pre-Sales Engineer, Strategic Accounts — EMEA

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.

• 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.

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. 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.

• 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.

• 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.

• 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!

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