Business Development Manager (Sovereign GIS)

Join CARTO, a leading geospatial analytics platform, as a Business Development Manager focused on developing the European sovereignty market. In this role, you will open new public-sector accounts, build partner-led pipelines, and navigate procurement processes. You will work across multiple EU countries and report to the CRO organization. The position offers a competitive salary, employee stock options, private medical insurance, and flexible work hours in a casual environment.

• Identifying, prioritizing, and opening net-new public-sector accounts across multiple EU countries where data sovereignty is a live buying driver.
• Owning the full sales cycle end to end: outbound prospecting, discovery, qualification, mission impact, RFP response — then driving deals through to close with the support of the broader team.
• Building and activating partner-led pipeline with cloud data platforms and the European sovereign-cloud ecosystem — including GAIA-X–aligned providers, sovereign cloud operators, and recognized boutique and large system integrators in the region.
• 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
• 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
• A MEDDICC practitioner — formally trained and able to apply the methodology to qualify and secure complex, multi-stakeholder deals
• 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
• Public-sector go-to-market experience — familiarity with tenders, framework agreements, and procurement cycles is a strong plus
• 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
• Experience selling with and through strategic partners — cloud platforms and/or European sovereign-cloud providers, resellers, and system integrators
• 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
• Understanding of the geospatial, GIS, analytics, and cloud marketspace, able to think strategically about competition, impact, and CARTO’s role in the market
• 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
• 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