CARTO

• 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%).

• Embed closely with customers to understand their business goals and ensure they achieve measurable impact and ROI through effective adoption of the CARTO platform. • Ability to deliver results by leading and influencing different phases of the customer lifecycle (from onboarding, to value creation, to renewal). • Identify opportunities for expansion and be a source of intelligence to drive the evolution of our products and new solutions. • Keep customer teams moving through clarity and follow-through. • Establish a trusted advisor relationship with our most strategic enterprise customers across many different verticals, engaging to deeply understand their business needs and goals with CARTO. • Be the voice of our customers within CARTO, interfacing with Product, Engineering and other teams to advocate for what will move the needle. • Analyze and interpret key account level data to present actionable insights (usage metrics, KPI’s, forecasting, P&L, etc.) • Work closely with CARTO commercial teams to ensure accurate forecasting, along with timely onboarding and renewals.

• Improve the security of the platform through code. Work directly in the CARTO codebase to identify, prioritize, and fix security weaknesses. This may involve refactoring existing components, redesigning risky flows, improving authorization boundaries, strengthening input validation, removing unsafe patterns, or building new platform capabilities that make secure development easier for everyone. • Strengthen our cloud and infrastructure foundations. Work with our infrastructure and platform teams to harden CARTO’s cloud-native environments across GCP and AWS. You will contribute to areas such as IAM, Kubernetes, containerized workloads, networking, workload isolation, Infrastructure as Code, and secure-by-default deployment patterns. • Make security part of the development workflow. Build and improve tools, checks, libraries, CI/CD integrations, and engineering practices that help developers catch security issues early. The goal is not to create gates that slow teams down, but to make the secure path the easiest path. • Improve supply-chain security. Help protect CARTO from modern supply-chain attacks by improving dependency management, build integrity, container security, artifact provenance, CI/CD security, and automated scanning. Stay up to date with emerging attack techniques and translate that knowledge into practical protections. • Use AI to improve security. Experiment with the latest AI models and tools to assess and improve CARTO’s security posture. This could include AI-assisted code review, automated vulnerability discovery, codebase analysis, threat modeling, dependency analysis, or internal agents that continuously look for risky patterns and misconfigurations. • Secure AI and agentic systems. CARTO is building an Agentic GIS platform, which creates new security challenges. You will help us reason about and defend against risks such as prompt injection, tool misuse, data leakage, privilege escalation through agents, untrusted content flowing into automated workflows, and unsafe model/tool interactions. • Raise the security bar across engineering. Partner with engineering teams to review designs, identify risks, and implement improvements. Help make every team more security-aware while remaining pragmatic, collaborative, and focused on enabling product velocity.

• The Analytics Toolbox framework. Shape how spatial analytics is packaged, versioned, and pushed down into partner engines — and what it looks like when the consumer is an LLM agent, not a UI. • Partner-engine SQL strategy. Every engine has its own dialect, optimizer, and idioms. You'll set the direction for how CARTO writes once and runs everywhere, without losing warehouse-native performance. • The Iceberg / open-format play. CARTO organized the 2021 meeting with BigQuery, Snowflake, Redshift, and Oracle that catalyzed GeoParquet, and authored RaQuet for raster in Parquet. Iceberg is next. You'll define what spatial-first Iceberg looks like — for CARTO and for the ecosystem. • Community and standards presence. This work happens in the open. OGC working groups, the Cloud Native Geospatial community, FOSS4G, conference talks, RFCs. You'll represent CARTO externally and help move the standards forward. • AI as a native execution surface. Agentic GIS is where we're going. The Toolbox isn't just a SQL library — it's the substrate AI agents call into. You'll help define that interface.

• Own the design and evolution of core backend services that power workflow execution, scheduling and orchestration across multiple cloud data warehouses. • Translate visual DAGs into efficient, warehouse-native SQL and procedural code, pushing computation down to where the data lives. • Build and maintain integrations with BigQuery, Snowflake, Databricks, Redshift, Azure Oracle, Postgres and Synapse — including connection management, query execution, error handling and cost/performance optimization. • Extend the component catalog with new analytical building blocks and design the SDK that lets customers and partners contribute their own. • Improve reliability and observability of long-running, scheduled and event-triggered jobs: retries, idempotency, lineage, logging, metrics. • Collaborate closely with Product, Frontend, Data Engineering and QA to ship features end-to-end, from API design to UX behavior. • Integrate AI tools pragmatically throughout your development workflow — not as a checkbox, but as a genuine productivity multiplier in how you design, build, and test.

- Keep the delivery pipeline healthy — own and evolve the CI/CD infrastructure that the whole engineering org depends on. Fast, reliable, and trusted deployments are a baseline expectation. - Drive automation across the organization — identify manual, repetitive processes wherever they exist and systematically eliminate them. If a machine can do it, it should. - Own the testing strategy — define and enforce standards across teams for how software is tested: what layers, what coverage, how to keep pipelines green and fast. - Lead on performance — detect, investigate, and resolve performance bottlenecks across systems and services. Build tooling that surfaces regressions automatically, before they reach production. - Move AI to the next level — go beyond individual productivity tools and make AI a structural part of how CARTO builds software. That means autonomous agents running in the background catching bugs, security vulnerabilities, and coverage gaps; AI embedded in the delivery pipeline as a permanent, active participant; and you defining what gets automated next and how it scales across the organization.

• Lead stimulating, multi-workstream enterprise projects end-to-end (scope, timeline, budget, governance, risk). • Act as the main point of contact for customer stakeholders, including senior leadership. • Define and implement project governance frameworks (steering committees, reporting cadence, RAID logs). • Create new value propositions. Our clients expect a level of innovation that they don't have internally. • Identify risks early and drive mitigation plans proactively. • Continuously improve our delivery methodology and internal best practices. • Coordinate cross-functional teams (Solutions Engineers, Data Scientists, Customer Success, Sales). • Work hard and have fun!

• Automate Everything: Design and operate reliable platform infrastructures using Kubernetes and Serverless technologies. • Code Your Infrastructure: Use Terraform to develop "Infrastructure as Code," ensuring high availability and robust testing. • Innovate with AI: Integrate AI tools into your daily workflow and orchestrate AI agents to work in an agentic way. • Evolve the Stack: Develop custom tools to enhance internal services and client experiences. • Deep Observability: Keep our systems transparent using Google Cloud monitoring and Honeycomb. • Refine the Product: Manage HELM charts to ensure our Self-Hosted product remains robust across GKE, AKS, and EKS. • Support System Stability: Participate in an optional on-call rotation to maintain our high-availability standards.

• Own the design and implementation of high-performance API endpoints that serve billions of requests per month, from initial architecture decisions through production monitoring and iteration. • Push the boundaries of what's possible on top of BigQuery, Snowflake, Redshift, Databricks, and Oracle — you'll develop a deep understanding of their internals, query planners, and limits, and have direct access to the engineering teams behind them. • Tackle hard distributed computing problems: query performance at massive scale, multi-tenant data isolation, low-latency geospatial operations on datasets measured in terabytes. • Shape the technical direction of the APIs team — participating in architecture decisions, setting standards for code quality and testing, and raising the bar through code reviews and mentorship. • Work at the intersection of open-source geospatial communities (PostGIS, GeoParquet, GDAL, Deck.gl) and the modern cloud data warehouse ecosystem, contributing to and learning from engineers at Uber, Google, Databricks, and Snowflake. • Integrate AI tools pragmatically throughout your development workflow — not as a checkbox, but as a genuine productivity multiplier in how you design, build, and test.

• Sales Leadership: Provide strategic direction and leadership to the sales team, setting clear goals and objectives • Pipeline Generation & Management: Execute outbound pipeline generation strategies to complement inbound efforts from Marketing and SDR’s and maintain high pipeline hygiene in real time. • Strict Deal Qualification: No matter the source, you will be the steward of your pipeline maintaining high adherence to CARTO’s ICP and qualification criteria. • Coaching and Development: Coach, mentor, and develop the sales team, fostering a culture of continuous improvement and skill development. • Performance Culture: Promote a results-oriented and performance-driven culture within the sales team, setting and tracking KPIs to measure success in sales. • Sales Forecasting: Develop and maintain accurate sales forecasts, ensuring alignment with company revenue goals. • Sales Methodologies: Maintain strict adherence to CARTO’s playbook based in MEDDICC driving consistency and effectiveness across the sales organization. • Strategic Partnerships: Collaborate with the Partnership team to identify and nurture strategic relationships that can drive sales growth in these sectors. • Customer Relationships: Leverage your existing network of contacts to build and maintain strong relationships with key customers and partners within our target verticals, driving customer satisfaction and retention.