Account Executive

Summary

Join CARTO's North America Sales Team as a full-cycle State & Local Account Executive. Manage the complete sales cycle for CARTO's US State & Local Government practice, collaborating with internal and external teams. Develop and co-sell solutions with strategic partners, and influence RFI/RFP responses. Attend industry events to network and build credibility. Manage the public sector pipeline and maintain trusted advisor status with key decision-makers. Stay informed on regulatory changes and funding opportunities. Showcase CARTO's platform capabilities to public sector clients. This remote position requires 50% travel.

Requirements

• 5+ year track record of success in selling SaaS geospatial, data science, BI, and analytics products to State & Local teams
• Deep knowledge of contracting vehicles and established relationships with channels such as Carahsoft, SHI, and others in the space
• Technical inclination and curiosity about cloud native and analytics platforms. Eager to dig into the tech, demo and showcase impactful scenarios for public stakeholders
• A culture of prospecting & business development through personal outbound and Cloud Partners to maximize pipeline production
• Experience achieving or exceeding quota in closing complex, long sales cycle deals
• A consultative, solution-oriented sales approachAn individual who is highly motivated and thrives in a fast-paced dynamic environment
• Experience working and selling with strategiccloud-based partners(Google, AWS, Snowflake, or Databricks) and building repeatable solutions with major System Integrators
• A positive mindset and self-motivatedComes with a sense of urgency in executing and delivering growth
• Proactive, self-sufficient, and the type of person who looks for something before asking where it is- a real go-getter
• Curious, optimistic, data-driven, smart, and eager to succeed!

Responsibilities

• Manage the full life cycle of CARTO’s US State & Local Government practice, from early business development, event participation, opportunity qualification and pursuit, contract vehicle management all the way to closing
• Work collaboratively across teams inside and outside of CARTO - specifically with: Partners/Alliances team to manage relationship with specific channels, SDR’s to leverage their ability to follow up and qualify opportunities, Cloud Partners to position CARTO within their S&L teams and capture opportunities
• Develop and co-sell solutions with key strategic GSI and SI partners in the space where geospatial intelligence can drive better decision-making — such as traffic analysis, emergency response planning, zoning, utility infrastructure, or environmental monitoring
• Influence, co-write, and respond to RFI/RFP’s directly, indirectly or in collaboration with our multiple partner stakeholders
• Attend government-focused trade shows, user group meetings, and partner events to network, stay visible, and build credibility in the public sector space
• Manage CARTO’s Public sector pipeline by accurately forecasting opportunities
• Establish and maintain trusted advisor status with senior decision-makers, GIS managers, planning departments, and transportation authorities in state agencies, cities, counties, and municipalities
• Keep tabs on regulatory changes, funding opportunities (like federal grants), and political shifts that affect SLG purchasing priorities
• Showcase how CARTO’s cloud native spatial analytic platform provides real-time insights, integrates with Cloud Data lakehouses and existing GIS systems, and supports smarter public service delivery

Preferred Qualifications

Personal contacts within Public Sector teams at Google, AWS, Databricks, or Snowflake is a plus

Benefits

• Competitive compensation
• Flexible work hours in a focused but casual environment
• Excellent benefits, including 100% medical, dental, and vision coverage for employees
• Generous time off, 401k with match, and stock options
• Growth prospects at a truly welcoming, multicultural and multilingual company