Business Development Manager, Carto
Sovereign GIS
+ Stock options
More information about location
Cloud computing platform for spatial data tools
Be an early applicant
Cloud computing platform for spatial data tools
201-500 employees
Be an early applicant
+ Stock options
More information about location
201-500 employees
Company mission
To spatially enable every data scientist, making them more productive and impactful within their companies.
Role
Who you are
- We are deliberately open on background. 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
- 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
What the job involves
- We are hiring an EU-based Business Development Manager to develop the market for CARTO’s sovereignty proposition at the European level
- In this hunting, market-development role, you will open net-new logos, build and activate partner-led motions with cloud and sovereign-ecosystem players, and develop the public-sector and regulated-industry market where sovereignty requirements are most stringent — government, defense, national mapping and space agencies
- You will work across multiple EU countries rather than a single territory, with opportunities extending into the Middle East as the business grows
- 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
- Reporting to: Leo
- 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%)
Application process
- Screening
- HM interview
- Second interview
- Final interview
- Offer
- Hired
Our take
Spatial analysis data is highly valuable to most industries, but making use of such data can be tough. If a business wants to make actionable insights based on this information, they generally must employ data scientists that specialize in location intelligence, a complicated role that is expensive to fund.
Carto provides a cloud-native location intelligence platform, facilitating the storage, enrichment, analysis and visualization of spatial analysis data, without the need to employ specialists. The company claims that its users can access 70% of location-related data that is currently not used to drive decision making, allowing them to gain an edge in a variety of markets including logistics, retail, fintech and healthcare.
Carto has taken a unique approach by recognizing the complications that come with interpreting first-hand spatial data, making it simpler for data scientists to visualize data without having expertise in the subject area. It continues to bolster its offering with new capabilities, such as AI agents to improve decision making.
Freddie
Company Specialist at Welcome to the Jungle
Insights
-5% employee growth in 12 months
Company
Funding (last 2 of 6 rounds)
Dec 2021
$61m
SERIES C
Mar 2020
$1m
EARLY VC
Total funding: $97.8m
Company benefits
- Access to our employee stock options plan
- Private medical insurance
- Flexible work hours in a focused but casual environment at the center of Madrid
- A bright, comfortable office stocked with snacks, good coffee, and even a ping-pong table and cinema :)
Company HQ
Midtown South, New York, NY
Leadership
Javier de la Torre
(Founder & CEO/CSO)Experience as Founder and CEO of Vizzuality from 2008 to 2014. Director of Open Geospatial Consortium since 2021.
Share this job
View 1 more job at Carto