Business Development Manager: Sovereign GIS

CARTO is the leading cloud-native location intelligence platform, trusted by data scientists, data analysts and developers. They are seeking a Business Development Manager to develop the market for CARTO’s sovereignty proposition across Europe, focusing on building new public-sector accounts and activating partner-led motions within the cloud and sovereign ecosystem.

Responsibilities:

• 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
• Proficient in the modern revenue stack: Salesforce, Gong, Apollo, LinkedIn, and others
• 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
• Geospatial experience is an advantage, not a requirement
• Multi-country EU selling experience; fluent English plus at least one other relevant language (German, French, or another EU language) strongly preferred
• Familiarity with consumption-based commercial models is a plus