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# Business Development Manager: Sovereign GIS

- **Company:** Carto
- **Location:** Villaviciosa de Odón, Spain (Remote available)
- **Contract:** Permanent contract
- **Skills:** Artificial Intelligence, Software as a Service, Cloud Computing, Salesforce.Com, Multithreading
- **Published:** August 11, 2026
- **Apply:** https://es.trabajo.org/oferta-4112-4d3fef3b2c6a813645d6ee4cedd2b5ef

## About the Role

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%). You offer 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. 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

## Description

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


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