> Markdown version of [/jobs/ext/1260876-business-development-manager-sovereign-gis](https://www.wearedevelopers.com/jobs/ext/1260876-business-development-manager-sovereign-gis). Every page supports `.md` or `Accept: text/markdown`. Links point to the HTML versions so they work for humans too. Agent guide: [/agents.md](https://www.wearedevelopers.com/agents.md). --- # Business Development Manager: Sovereign GIS - **Company:** Carto's Architecture - **Location:** Madrid, Spain (Remote available) - **Contract:** Permanent contract - **Skills:** Artificial Intelligence, Amazon Web Services, Software as a Service, Cloud Computing, Cyber Security, Cloud Services, Salesforce.Com, Multithreading, Google Cloud, Snowflake, Databricks - **Published:** July 14, 2026 - **Apply:** https://www.adzuna.es/contact-us.html ## About the Role 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. ## Description 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. You will + 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%). ## Related Videos - [The Cloud is Calling: Answer with In-Demand Skills](https://www.wearedevelopers.com/videos/945-the-cloud-is-calling-answer-with-in-demand-skills) - [How to build a sovereign European AI compute infrastructure](https://www.wearedevelopers.com/videos/1102-how-to-build-a-sovereign-european-ai-compute-infrastructure) - [Cutting LLM Costs Without Cutting Quality: How to Beat Proprietary LLMs with Fine-Tuned Open Source](https://www.wearedevelopers.com/videos/100151-cutting-llm-costs-without-cutting-quality-how-to-beat-proprietary-llms-with-fine-tuned-open-source) - [How Cisco embraced a DevOps culture within its network engineering team](https://www.wearedevelopers.com/videos/99-how-cisco-embraced-a-devops-culture-within-its-network-engineering-team) - [AI Sovereignty: What Does It Take?](https://www.wearedevelopers.com/videos/1703-ai-sovereignty-what-does-it-take) - [Cloud Run- the rise of serverless and containerization](https://www.wearedevelopers.com/videos/106-cloud-run-the-rise-of-serverless-and-containerization) ## Related Articles - [Spanish Business Culture and Etiquette](https://www.wearedevelopers.com/magazine/353-spanish-business-culture-and-etiquette) - [The Biggest German Tech Companies](https://www.wearedevelopers.com/magazine/424-the-biggest-german-tech-companies) - [Fully Remote Software Engineer Jobs](https://www.wearedevelopers.com/magazine/447-fully-remote-software-engineer-jobs) - [Find a Developer Job: 12 Best Job Sites For Developers](https://www.wearedevelopers.com/magazine/165-find-a-developer-job-12-best-job-sites-for-developers) - [Where To Find Software Engineering Jobs](https://www.wearedevelopers.com/magazine/396-where-to-find-software-engineering-jobs) - [7 Most Popular Web Developer Jobs in Europe](https://www.wearedevelopers.com/magazine/163-7-most-popular-web-developer-jobs-in-europe)