Business Development Manager: Sovereign GIS

CARTOGeospatial Software

Remote — European Union (multi-country)Full-TimeManager

Salary not disclosed

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Job Details

Languages: Fluent English plus at least one other relevant language (German, French, or another EU language) strongly preferred.
Experience: 5+ year track record
Required Skills: Cloud ComputingSalesforceData analytics

5+ year track record of success selling or developing new business for SaaS, data, or analytics products.
Demonstrable experience developing net-new markets or segments.
Working knowledge of the European digital sovereignty landscape (e.g., EU Data Act, AI Act, DORA, NIS2, GDPR).
Experience in public-sector go-to-market including tenders, framework agreements, and procurement cycles.
Experience selling with and through strategic partners such as cloud platforms and system integrators.
Comfort running procurement-heavy sales motions like RFPs and security/infosec reviews.
Formally trained in MEDDICC methodology.
Proficient in modern revenue stack tools including Salesforce, Gong, Apollo, and LinkedIn.
Fluent in English plus at least one other relevant EU language (German, French, etc.) is strongly preferred.
Ability to travel approximately 40–50% of the time.

Develop the European sovereignty market for CARTO by identifying and opening net-new public-sector accounts.
Manage the end-to-end sales cycle including prospecting, discovery, qualification, mission impact, and RFP response.
Build and activate partner-led pipeline with cloud platforms and European sovereign-cloud ecosystem providers.
Navigate complex public-sector procurement, tenders, and framework agreements in government, defense, and space agencies.
Position CARTO’s architecture as a sovereignty advantage and translate EU regulations into mission impact.
Maintain rigorous pipeline hygiene and forecasting in Salesforce and utilize the wider revenue stack.
Travel across Europe and occasionally the Middle East for customer and industry events (approx 40–50%).

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