Business Development Manager – Sovereign GIS

This is a fully remote position, open to applicants in Spain.

📋 Description

• Expand the European sovereignty market for CARTO by identifying, prioritizing, and establishing new public-sector accounts across various EU countries where data sovereignty is a crucial purchasing factor.

• Take ownership of the entire sales cycle from start to finish: outbound prospecting, discovery, qualification, mission impact analysis, RFP responses, and driving deals to closure with support from the broader team.

• Create and activate a partner-driven 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-focused opportunities.

• Develop the sovereign public sector market, including national and state governments, defense and civilian sectors, as well as national mapping and space agencies, while navigating procurement, tenders, and framework agreements.

• Present CARTO’s architecture as a sovereignty advantage and translate EU regulations (EU Data Act, AI Act, DORA, NIS2, the Cloud Sovereignty Framework / SEAL levels) into tangible mission impacts.

• Treat procurement, RFPs, security questionnaires, and infosec reviews as standard components of the sales process — anticipate these needs, engage Legal/InfoSec early, and ensure deals progress through these stages.

• Map prospect organizations to forge multi-threaded relationships with decision-makers in technical, commercial, and compliance areas, including board-level and government sponsors who make sovereignty decisions.

• Maintain rigorous pipeline hygiene and forecasting in Salesforce; leverage Gong and the broader revenue stack to analyze and advance deals.

• Provide feedback from the field back to the business — share insights on sovereignty signals, competitive intelligence, and packaging feedback with Product, Marketing, and Partnerships to enhance the EU go-to-market strategy.

• Travel throughout Europe (and occasionally to the Middle East) for customer, partner, and industry events (approximately 40–50%).

⛳️ Requirements

• Minimum of 5 years of proven success in selling or developing new business for SaaS / data / analytics products in a quota-carrying role, ideally within the geospatial, data science, BI, cloud, or analytics sectors.

• Documented experience in developing new markets or segments — you are a proactive hunter who is adept at generating pipeline from scratch rather than relying on an existing book of business.

• Familiarity with the European digital sovereignty landscape — including the EU Data Act, AI Act, DORA, NIS2, GDPR, the US CLOUD Act / FISA concerns, GAIA-X, and the EU Cloud Sovereignty Framework / SEAL assurance levels.

• Experience in public-sector go-to-market strategies — knowledge of tenders, framework agreements, and procurement cycles is a significant advantage.

• Proven experience selling with and through strategic partners — including cloud platforms and/or European sovereign-cloud providers, resellers, and system integrators.

• Comfort with procurement-heavy sales: RFPs, security questionnaires, and infosec reviews are standard, and you understand how to manage these processes in parallel with commercial activities.

• Skilled in MEDDICC methodology — formally trained and capable of applying this approach to qualify and secure complex, multi-stakeholder deals.

• Understanding of the geospatial, GIS, analytics, and cloud market, with the ability to think strategically about competition, impact, and CARTO’s position in the market.

• Experience selling across multiple EU countries; fluency in English plus at least one other relevant language (German, French, or another EU language) is highly preferred.

• Proficient in modern revenue tools: Salesforce, Gong, Apollo, LinkedIn, and others. Familiarity with consumption-based commercial models is a bonus.

• Demonstrates a sense of urgency, proactivity, and self-sufficiency — the type of individual who seeks solutions independently. A genuine go-getter who flourishes in a fast-paced, dynamic environment.

🏝️ Benefits

• Competitive compensation with a hybrid pipeline-plus-quota structure that increases as the sovereignty segment develops.

• Flexible working hours in a focused but casual, fully remote European setting.

• Excellent benefits and generous time off, in line with local market standards.

• Stock options and the opportunity to shape a category-defining initiative at the forefront of European digital sovereignty.

• Growth opportunities within a genuinely welcoming, multicultural, and multilingual organization.

• A bold vision: to empower the world to utilize location-based data for better decision-making. We believe that openness and sustainability are integral to this vision, and we are eager to share it with the world.