State & Local Account Executive - Public Sector
CARTO
Sales & Business Development
United States · Remote
Posted on Apr 21, 2025
Everything happens somewhere - which is why spatial analytics is fundamental to companies trying to understand the “where” and the “why” of their business. CARTO is the leading cloud-native location intelligence platform, trusted by data scientists, data analysts and developers from companies such as Vodafone, IKEA, Decathlon, Coca-Cola and Mastercard to provide geospatial insights for use cases such as site selection, geomarketing, route optimization, network planning and much more.
With an exceptionally diverse team of 150 people spread across the US and Europe, CARTO (backed by Accel Partners, Salesforce Ventures, Earlybird Ventures, and Kibo Ventures, among others) is changing the way companies analyze location data - making it simple to do this straight out of modern, cloud data warehouses. Redefining its category, the company has grown rapidly in recent years providing a compelling alternative to legacy GIS software.
CARTO has built the most advanced location intelligence platform which connects directly to the most used Data Warehouses in the industry such as Google’s BigQuery, Amazon Redshift, Snowflake and Databricks; thus, allowing our partners and customers to do location intelligence and geospatial analysis directly where their data lives opening limitless possibilities for their businesses.
With multiple State & Local projects successfully implemented, and many more in the pipeline, as well as continuous demand from prospects and partners, CARTO is in a superb position to support State & Local administrations in their modernizing efforts. To continue this growth, the North America Sales Team is looking for a full cycle State & Local Account Executive to develop and execute sales plans with both new and existing customers and work with strategic cloud partners to actively drive sales opportunities and meet revenue goals.
The team you will join is a group of curious, smart, motivated, and talented individuals who are driven by passion, technology, innovation, and success.
Location - This position is remote
You will
- 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.
- Travel: 50%
You offer
- 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.
- Personal contacts within Public Sector teams at Google, AWS, Databricks, or Snowflake is a plus.
- 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!
We offer
- 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.
- 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.
To Apply:
Do you feel that you don't check all of the requirements? At CARTO we believe that professional development happens through teaching and learning from your peers and managers. Even if you’re uncertain about whether you have the experience we’re looking for, please apply if this position sparks your curiosity.
Diversity of identity, perspective, and experience makes us stronger. We welcome you to apply to CARTO regardless of your background, age, gender, ethnicity, orientation, or ability.
To learn more about us, please visit our blog or follow us on Twitter (@carto) or Instagram (@cartohq).Not the right job for you? Take a look at the rest of our openings at carto.com/careers
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