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CARTO is a cloud-native location intelligence platform that enables data scientists, analysts, and developers to derive geospatial insights for use cases including site selection, geomarketing, route optimization, and network planning. The platform connects directly to modern cloud data warehouses (Google BigQuery, Amazon Redshift, Snowflake, Databricks) and supports sovereign or on-premise deployments on open formats and standards—a critical advantage in European markets where digital sovereignty has become a boardroom priority.
You will join as Business Development Manager to develop CARTO's sovereignty proposition across Europe. This is a hunting, market-development role focused on opening net-new logos, building partner-led motions with cloud and sovereign-ecosystem players, and penetrating the public-sector and regulated-industry markets where sovereignty requirements are most stringent (government, defense, national mapping and space agencies). You will work across multiple EU countries with opportunities extending into the Middle East as the business grows.
Key responsibilities include:
- 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, RFP response, and deal closure
- Build and activate partner-led pipeline with cloud data platforms (Google Cloud, AWS, Snowflake, Databricks) and European sovereign-cloud ecosystem players (GAIA-X–aligned providers, sovereign cloud operators, system integrators)
- Develop the sovereign public-sector market, 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, Cloud Sovereignty Framework / SEAL levels) into concrete mission impact
- Treat procurement, RFPs, security questionnaires, and infosec reviews as routine; engage Legal/InfoSec early to keep deals moving
- Map prospect organizations to build multi-threaded relationships with technical, commercial, and compliance decision-makers, including board-level and government sponsors
- Maintain rigorous pipeline hygiene and forecasting in Salesforce; use Gong and the revenue stack to inspect and advance deals
- Feed market signals, competitive intelligence, and packaging feedback back to Product, Marketing, and Partnerships
- Travel across Europe and occasionally the Middle East for customer, partner, and industry events (approximately 40–50%)
This is an individual-contributor role measured on qualified pipeline and closed ARR while you build the motion, ramping to a carried new-business quota as the segment matures. You will report to the CRO organization and partner closely with Marketing, Solutions Engineering, Partnerships, and Legal/InfoSec.
REQUIREMENTS:
- 5+ years of track record selling or developing new business for SaaS / data / analytics products in a quota-carrying role, preferably in geospatial, data science, BI, cloud, or analytics
- Demonstrable experience developing net-new markets or segments; you are a hunter comfortable creating pipeline from a standing start
- Working knowledge of the European digital sovereignty landscape: EU Data Act, AI Act, DORA, NIS2, GDPR, US CLOUD Act / FISA concerns, GAIA-X, and 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, European sovereign-cloud providers, resellers, system integrators)
- Comfort with procurement-heavy sales: RFPs, security questionnaires, and infosec reviews are routine, and you know how to run them in parallel with commercial motion
- 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
- 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; a go-getter who thrives in a fast-paced, dynamic environment
Geospatial experience is an advantage, not a requirement. Strong candidates may come from sovereign cloud, enterprise data/analytics, or public-sector and defense technology sales.
