Strategic Sales Engineer

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:

Monte Carlo is growing its Sales Engineering team to accelerate our rapid growth. As a Senior Sales Engineer, you will be a key member of the Monte Carlo sales engine and will be responsible for providing excellent technical guidance and support to the sales team. This includes delivering demos and successful proofs of concept, positioning the platform to technical and non-technical stakeholders and executives, technical solution, advocating cross-functionally for the customer’s needs, and creating content to scale your work.

We're looking for a dynamic Strategic Sales Engineer who thrives in fast-paced environments, loves solving customer problems, and is excited to play a critical role in scaling a high-growth startup here at Monte Carlo. As a key partner to our sales team, you'll blend technical expertise with business acumen to drive successful outcomes for our customers.

Here's what you'll be doing:

• Travel to customer sites (up to 25%) to deliver in-person engagements and build strong relationships.
• Lead high-impact product demos tailored to customer challenges and priorities.
• Drive the discovery process alongside AEs to uncover technical requirements and business objectives.
• Define technical requirements and use cases, ensuring alignment with the customer's desired outcomes.
• Co-develop Business Value Assessments (BVAs) that showcase value, ROI, and strategic fit.
• Present BVAs to executive stakeholders, articulating use cases, metrics, and business impact.
• Embrace ambiguity – we’re a startup. If the answer doesn’t exist, go find it or build it.
• Contribute to a high-performance team culture, setting ambitious goals and holding each other to a high standard.
• Build and nurture technical champions in your accounts to drive adoption and expansion.
• Partner closely with sales to shape account strategy and accelerate revenue.

We're excited about you because you have:

• 5+ years of experience in Sales Engineering for a technical product.
• Firm understanding of the data ecosystems, which includes cloud data warehousing, data lakes, ETL concepts and workflows, BI solutions, and SQL
• Demonstrated track record in an early-stage company or highly ambiguous environment
• High degree of ownership. A relentless desire to solve customer problems and chase down answers
• Technical acumen to understand and explain complex architecture
• Ability to manage multiple projects simultaneously, work with different salespeople, and support other SE's where needed
• Strong technical foundation and customer-facing experience.
• Ability to connect technical solutions to business value.
• Self-starter mentality with comfort navigating ambiguity.
• Team-first mindset with a collaborative approach to problem-solving.