Business Development Manager – Sovereign GIS

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CARTO

WebsiteLinkedInAll Job Openings

51 - 200 employees

Founded 2012

🤖 Artificial Intelligence

🏢 Enterprise

☁️ SaaS

Artificial Intelligence • Enterprise • SaaS

CARTO is a leading platform in modern spatial analytics built for the cloud. It provides businesses with advanced tools for analyzing, visualizing, and developing spatial data at unlimited scales, utilizing major cloud platforms such as BigQuery, Snowflake, Databricks, and Azure. CARTO offers a wide range of capabilities including data visualization, powerful analytics with a visual workflow design tool, and enriched data through a variety of industry solutions. They also provide AI-powered spatial insights to boost productivity, along with accelerated, scalable app development using their APIs and development toolkit. CARTO’s platform is particularly valuable for sectors such as telecommunications, logistics, real estate, financial services, and healthcare, assisting in tasks like network deployment, market analysis, and fraud detection. It is trusted by leading companies across the globe for cloud-native analytics without limits.

📋 Description

• Develop the European sovereignty market for CARTO — identify, prioritize, and open net-new public-sector accounts across multiple EU countries where data sovereignty is a live buying driver. • Own the full sales cycle end to end: outbound prospecting, discovery, qualification, mission impact, RFP response — then drive deals through to close with the support of the broader team. • Build and activate partner-led pipeline with cloud data platforms (Google Cloud, AWS, Snowflake, Databricks) and the European sovereign-cloud ecosystem — including GAIA-X–aligned providers, sovereign cloud operators, and recognized boutique and large system integrators in the region — to co-sell into sovereignty-driven opportunities. • Develop the sovereign public sector market (national and state government, defense and civilian, national mapping and space agencies), navigating procurement, tenders, and framework agreements. • Position CARTO’s architecture as a sovereignty advantage and translate EU regulation (EU Data Act, AI Act, DORA, NIS2, the Cloud Sovereignty Framework / SEAL levels) into concrete mission impact. • Treat procurement, RFPs, security questionnaires, and infosec reviews as routine parts of the motion — anticipate them, engage Legal/InfoSec early, and keep deals moving through them. • Map prospect organizations to build multi-threaded relationships with technical, commercial, and compliance decision-makers, up to and including the board-level and government sponsors who now own sovereignty decisions. • Build and maintain rigorous pipeline hygiene and forecasting in Salesforce; use Gong and the wider revenue stack to inspect and advance deals. • Feed the field back into the business — share sovereignty signals, competitive intelligence, and packaging feedback with Product, Marketing, and Partnerships to sharpen the EU go-to-market. • Travel across Europe (and occasionally the Middle East) for customer, partner, and industry events (approximately 40–50%).

🎯 Requirements

• 5+ year track record of success selling or developing new business for SaaS / data / analytics products in a quota-carrying role, preferably in the geospatial, data science, BI, cloud, or analytics space. • Demonstrable experience developing net-new markets or segments — you are a hunter who is comfortable creating pipeline from a standing start, not inheriting a book of business. • Working knowledge of the European digital sovereignty landscape — the EU Data Act, AI Act, DORA, NIS2, GDPR, the US CLOUD Act / FISA concerns that drive it, GAIA-X, and the EU Cloud Sovereignty Framework / SEAL assurance levels. • Public-sector go-to-market experience — familiarity with tenders, framework agreements, and procurement cycles is a strong plus. • Experience selling with and through strategic partners — cloud platforms and/or European sovereign-cloud providers, resellers, and system integrators. • Comfort with procurement-heavy sales: RFPs, security questionnaires, and infosec reviews are routine, not exceptions, and you know how to run them in parallel with the commercial motion. • A MEDDICC practitioner — formally trained and able to apply the methodology to qualify and secure complex, multi-stakeholder deals. • Understanding of the geospatial, GIS, analytics, and cloud marketspace, able to think strategically about competition, impact, and CARTO’s role in the market. • Multi-country EU selling experience; fluent English plus at least one other relevant language (German, French, or another EU language) strongly preferred. • Proficient in the modern revenue stack: Salesforce, Gong, Apollo, LinkedIn, and others. Familiarity with consumption-based commercial models is a plus. • Sense of urgency, proactive, self-sufficient — the type of person who looks for something before asking where it is. A real go-getter who thrives in a fast-paced, dynamic environment.

🏖️ Benefits

• Competitive compensation with a hybrid pipeline-plus-quota structure that ramps as the sovereignty segment matures. • Flexible work hours in a focused but casual, fully remote European environment. • Excellent benefits and generous time off, aligned to local market standards. • Stock options and the chance to build a category-defining motion at the front edge of European digital sovereignty. • Growth prospects at a truly welcoming, multicultural and multilingual company. • A big vision: to help the world use location-based data to make better decisions. We believe that openness and sustainability are baked into this vision, and we’re sharing it with the world