Business Development Manager: Sovereign GIS

• 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%).

This is a Remote - European Union (multi-country), with travel across Europe and the Middle East

Everything happens somewhere - which is why spatial analytics is fundamental to companies trying to understand the "where" and the "why" of their business. CARTO is the leading cloud-native location intelligence platform, trusted by data scientists, data analysts and developers from multiple National, State, and Local levels around the world to provide geospatial insights for use cases such as site selection, geomarketing, route optimization, network planning and much more.

With an exceptionally diverse team spread across the US and Europe, CARTO is changing the way companies analyze location data - making it simple to do this straight out of modern, cloud data warehouses. Redefining its category, the company has grown rapidly in recent years providing a compelling alternative to legacy GIS software.

CARTO is cloud-native by design: the platform connects directly to the data warehouses enterprises already run - Google BigQuery, Amazon Redshift, Snowflake, Databricks - so geospatial analysis happens where the customer's data already lives, with no data movement. And where sovereignty requires it, CARTO runs on open formats and open standards deployed on sovereign or on-premise environments. In a European market where digital sovereignty has moved from the IT backroom to the boardroom, that architecture is a decisive commercial advantage.

The opportunity

European organizations are under intensifying pressure to keep sensitive data under EU jurisdictional control. The EU Data Act, the AI Act, DORA and NIS2, the European Commission's Cloud Sovereignty Framework, and national sovereignty initiatives have turned sovereignty into a procurement requirement - especially across government, defense, financial services, utilities, and critical infrastructure. At the same time, a generation of legacy GIS is reaching end of life and being rebuilt for an AI-native world.

CARTO's architecture speaks directly to both shifts. Because analysis runs inside the customer's own environment, on open formats and portable compute, CARTO helps customers stay AI-ready, avoid vendor lock-in, and keep control of their data. This role exists to turn that positioning into pipeline and revenue across Europe.

The role

We are hiring an EU-based Business Development Manager to develop the market for CARTO's sovereignty proposition at the European level. In this hunting, market-development role, you will open net-new logos, build and activate partner-led motions with cloud and sovereign-ecosystem players, and develop the public-sector and regulated-industry market where sovereignty requirements are most stringent - government, defense, national mapping and space agencies. You will work across multiple EU countries rather than a single territory, with opportunities extending into the Middle East as the business grows.

This is an individual-contributor role measured on qualified pipeline and closed ARR while you build the motion, ramping to a carried new-business quota as the segment matures. You will report to the CRO organization and partner closely with Marketing, Solutions Engineering, Partnerships, and Legal/InfoSec.

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.

• 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.