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Business Development Manager – Sovereign GIS
Location
Spain
Posted
20 hours ago
Salary
0
Seniority
Senior
Job Description
Business Development Manager – Sovereign GIS
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%).
Job 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.
- 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.
Benefits
- Competitive compensation with a hybrid pipeline-plus-quota structure that ramps as the sovereignty segment matures.
- Flexible work hours in a focused but casual, fully remote European environment.
- Excellent benefits and generous time off, aligned to local market standards.
- Stock options and the chance to build a category-defining motion at the front edge of European digital sovereignty.
- Growth prospects at a truly welcoming, multicultural and multilingual company.
- A big vision: to help the world use location-based data to make better decisions. We believe that openness and sustainability are baked into this vision, and we’re sharing it with the world
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