The Opportunity
Monetate is a leading personalization and experimentation platform trusted by some of the world’s most recognizable brands. We help enterprise retailers, financial services firms, and consumer brands turn customer data into real business outcomes, powering millions of decisions every day.
This is a new kind of sales seat. We are building a team where Claude Enterprise and cutting-edge AI automate the repetitive work that used to eat an SDR’s, Solutions Consultant’s, and Account Executive’s day. What’s left is the work that actually wins deals — and that’s your job. We’re looking for the athlete who can do the non-automated work across all three functions: build your own pipeline, run your own discovery, shape your own solution, run your own demo, and close. You won’t wait for leads to be handed to you, and you won’t hand off the hard parts.
You’ll carry a quota from early in your ramp. You’ll learn a modern, AI-native sales motion that most reps aren’t exposed to this early in their careers. We promote from within and invest in people who want to grow.
What You’ll Do
- Self-source pipeline: build your own pipeline through outbound — cold calls, email, social, and network-driven prospecting. You own the top of your funnel.
- Do your own account research: research accounts and buyers, read their digital experience, and form a sharp, specific point of view on where Monetate creates value before you ever reach out.
- Create the solution hypothesis: translate what you learn into a credible business hypothesis — the problem, the cost of inaction, the outcome, and why now — rather than a generic product pitch.
- Own your own demos: run discovery, build and deliver demos tailored to the prospect’s real problems, and bring the platform to life in their context.
- Manage full sales cycles: drive opportunities from first touch through close — qualification, evaluation, commercials, and the paper process — keeping momentum the whole way.
- Build champions: find and develop internal champions, map the buying group, and earn trust with the people who decide.
- Work AI-native: use Claude Enterprise and our AI toolkit every day as a force multiplier — to research faster, draft sharper, and spend your time on the human work that closes deals.
- Feed the field signal back: share what you’re hearing in-market with Sales, Product, and Marketing so the field signal shapes the roadmap and the playbook.
- Be measured on pipeline generated, bookings against quota, and the quality of the cycles you run.
How This Role Is Different
Most companies split prospecting, solution engineering, and closing across three people and three handoffs. We’ve automated the parts of all three that machines do well. That means one motivated seller, equipped with the right AI tools and training, can run the whole motion. If you want to learn every part of enterprise selling — not just one slice of it — this is the seat.
Why Monetate
We don’t hand you a login and wish you luck. Monetate invests in structured, in-person training and enablement because we believe your first 90 days define the next 10 years of your career, and we take that seriously.
The Monetate Forge
An in-person, multi-week onboarding program that brings a single cohort together in Plano, Texas. You’ll be trained across three pillars:
- Platform & Selling: learn our products and how to sell them, taught by experienced sellers and members of the executive team in an apprenticeship model that builds both commercial instinct and confidence in the room.
- AI Academy: our three-tier certification program (Operator, Specialist, Champion) builds on your existing AI knowledge and prepares you for the future of selling through advanced, applied AI skills — not theory.
- Culture & Connection: designed to create genuine, lasting bonds with your cohort while helping you uncover your strengths, your blind spots, and how you do your best work.
Expect to leave each day having learned something hard, had a genuinely good time, and built something real with the people next to you.
Sales Training Academy
You’ll be trained on a Command of the Message-style value-selling playbook paired with MEDDPICC qualification — the same rigor used by elite enterprise sales teams — so you learn to sell on business outcomes and run disciplined, well-qualified cycles from day one.
The Rest
- Real ownership early: you carry a quota and run your own deals, with clear career advancement and Monetate investing in your growth every day.
- Claude Enterprise-enabled team with a genuine AI-open mindset; we use AI to work smarter, and we expect you to embrace it.
- A culture built on directness, mutual respect, and low-ego, high-accountability teamwork.
- Competitive base salary with uncapped commissions and comprehensive benefits.
- This role offers On-Target Earnings of $220,000–$250,000, including an $80,000–$100,000 base salary plus uncapped, performance-based commissions, with accelerators that enable top performers to earn well beyond OTE.
- Learn more about our mission, values, and culture at monetate.com/careers.
What We Are Looking For
We hire for who you are. Skills can be taught. These cannot:
- Hungry and driven: you’re competitive and genuinely driven to be great at this — you want to win, and you’ll do the work others won’t.
- Extreme ownership: you take responsibility for outcomes, not just tasks, and hold yourself accountable even when no one is watching.
- Intrinsic motivation: you work hard because you want to be excellent, not because someone is standing over you.
- Curiosity: you’re genuinely interested in how a prospect’s business works and relentless about finding answers.
- Growth mindset: you seek feedback, act on it, and treat every call and every loss as a chance to get better.
- Comfortable with the hard parts: you can pick up the phone and start a conversation with a stranger, and you don’t flinch at a hard ask.
- Team-first values: collaborative, proactive, respectful, and genuinely invested in your customers’ and team’s success.
Qualifications
Required
- 2–3 years in a sales or sales-adjacent role — BDR/SDR, business development, or an early closing seat — with a track record of hitting activity or quota targets.
- Proven prospecting and pipeline-generation skills — this is a core requirement, not a bonus.
- Recent, hands-on experience building your own pipeline through outbound (you’ve done it lately, not just early in your career).
- Demonstrated comfort with outbound prospecting and cold outreach.
- Strong written and verbal communication skills in English.
- Organized, adaptable, and comfortable managing competing priorities in a fast-moving environment.
- Eagerness to carry a quota and own full-cycle selling with AI doing the heavy lifting on the repetitive work.
Preferred
- Experience selling SaaS or technology.
- Exposure to a structured sales methodology (e.g., MEDDPICC, Command of the Message, or similar) is a nice-to-have, not a requirement — we’ll teach it.
- Hands-on experience with AI tools, CRM systems (HubSpot or similar), and modern sales-engagement platforms.
- Any experience running your own discovery calls or demos.
Location
Plano, TX, USA. This is a full-time, 100% in-office role. Must be authorized to work in the United States.
This is a 100% in-office role because we value the collaboration, coaching, and real-time learning that happens when teammates work side by side. You’ll have direct access to sales leaders, peers, and cross-functional colleagues, creating more opportunities to learn, improve, and win together. Working in-office allows you to hear how top performers handle objections, learn from live deal discussions, collaborate closely with leadership, and accelerate your development in ways that are difficult to replicate remotely.
Featured Benefits
Medical insurance, Vision insurance, Dental insurance, 401(k).