• Achieves maximum sales profitability, growth and account penetration within an assigned territory and/or market segment by effectively selling the Company’s products • Contacts and secures current and new business accounts/customers • Promotes/sells/secures orders from existing and prospective customers through a relationship-based sales approach highlighting the advantages/value proposition • Demonstrates products to existing and potential customers and assists them in selecting those best suited to their needs • Manages sales goals - profit and budget expenses • Establishes, develops and maintains business relationships with current customers and prospective customers in the assigned territory/market segment to maintain current and generate new business • Researches sources for developing prospective customers and for information to determine their potential • Develops clear and effective written proposals and quotations for current and prospective customers • Expedites the resolution of customer problems and complaints • Coordinates sales effort with marketing, sales management, accounting, logistics and technical services • Analyzes the territory/market’s potential and determines the value of existing and prospective customers to the Company • Creates and manages a customer value plan for existing customers highlighting sales profile, share and value opportunities • Provides management with detailed information on customer needs, problems, interests, competitive activities, and potential for new products • Stays current with product applications, technical services, market conditions, competitive activities, and marketing trends and activities • Participates in trade shows and conventions as required • Perform other related duties as assigned as required

• Deliver high-impact training through classroom sessions, virtual workshops, webinars, and self-paced programs • Develop and update training content, including curricula, assessments, exercises, role plays, multimedia tools, and support materials • Evaluate training effectiveness by creating surveys, assessments, and performance metrics, and using insights to improve programs • Coach and mentor trainers, providing observation, feedback, and support to ensure consistent, high-quality delivery across teams • Partner with cross-functional teams to align training with business strategy, sales initiatives, and product knowledge needs • Coordinate and support training logistics, including schedules, materials, registration, communication, and classroom readiness • Maintain subject matter expertise in sales processes, customer engagement, and relevant product or industry knowledge

• Aufbau eines spannenden Bereiches in einem schnell wachsenden Unternehmen • Betreuung und Beratung unserer Bestandskunden sowie Analyse und Entwicklung unserer bestehenden Geschäftsbeziehungen • Gewinnung von Neukunden und Aufbau langfristiger Kundenbeziehungen • Förderung und Unterstützung unserer Kunden in allen vertrieblichen, kaufmännischen und die Branche betreffenden Aufgabenstellungen • Abschluss von Vertragsvereinbarungen mit Umsatz- und Deckungsbeitrag-Verantwortung • Durchführung von Schulungen bei Kunden • Systematische Vor- und Nachbereitung Ihrer Vertriebsaktivitäten sowie kontinuierliches Reporting im CRM-System

• 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.