NA Sales Director

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 Location Intelligence platform empowering companies with scalable and cloud-native spatial analytics. CARTO helps organizations make better business decisions by empowering data analysts, business analysts, GIS professionals, and developers with faster, more flexible, and more secure spatial data analysis and visualization tools. Whether through optimizing network planning, assessing risk, identifying growth opportunities, or other use cases, companies benefit from turning their location data into business value.

At CARTO, we are driving innovation in the geospatial and analytics space, and we need an experienced, dynamic, and resourceful Enterprise Sales Leader to help us scale our success across North America. As we continue our growth journey, we are looking for an Enterprise Sales Director who is passionate about selling cutting-edge geospatial and analytics solutions to large organizations.

You will lead the sales efforts in the United States and Canada, with responsibility for driving sales excellence, enhancing team performance, and building strong, lasting customer relationships. The ideal candidate will have deep experience in B2B SaaS sales, especially within the geospatial, location intelligence, or analytics sectors, and will be ready to leverage their expertise to lead and inspire a high-performing team.

This is an exciting opportunity for a proven sales leader who thrives in a fast-paced environment, is passionate about coaching teams, and has a strong network within the Enterprise sector. If you are ready to make a significant impact and drive the next wave of sales growth at CARTO, we want to hear from you.

Key Responsibilities:

• Sales Leadership & Strategy: Provide strategic leadership to your sales team, establishing clear, measurable goals aligned with company objectives, and driving sales excellence in targeted market segments.
• Pipeline Development & Management: Lead the execution of robust pipeline generation strategies to complement inbound marketing efforts, ensuring optimal pipeline health and effective opportunity management.
• Deal Qualification & Execution: Champion a strict adherence to CARTO’s qualification framework (ICEP), ensuring high standards in pipeline management, and acting as the final authority on deal progression.
• Coaching & Team Development: Be a mentor and coach to your team, fostering a culture of continuous learning and improvement, empowering them to achieve their highest potential.
• Performance-Driven Culture: Cultivate a high-performance mindset, setting clear KPIs, tracking progress, and inspiring your team to consistently exceed expectations.
• Sales Forecasting: Own and manage accurate sales forecasts, aligning projections with broader company revenue targets and ensuring the team delivers against these goals.
• Sales Methodology Execution: Enforce adherence to CARTO’s MEDDICC sales playbook, driving consistency and efficiency across the sales process.
• Strategic Partnerships: Collaborate with our Partnerships team to foster strong relationships with key strategic partners, driving mutual success and sales growth.
• Customer Relationship Management: Leverage your existing network to deepen relationships with top customers and prospects, ensuring long-term satisfaction and retention.

What We’re Looking For:

• 7+ years of Enterprise Sales Experience: Proven track record in leading and scaling high-performing sales teams, particularly in the Enterprise B2B SaaS space.
• Expertise in Geoanalytics & Location Intelligence: A solid understanding of geospatial, geoanalytics, or location intelligence technologies and the broader market landscape is highly preferred.
• Success in Enterprise Sales: Demonstrated success in selling complex SaaS solutions to large organizations, with experience in driving high-value deals.
• Strong Sales Process & Methodology Knowledge: Deep familiarity with MEDDICC and a disciplined approach to pipeline management, qualification, and deal execution.
• Exceptional Leadership & Coaching Skills: A natural mentor with a passion for developing sales talent and empowering teams to achieve extraordinary results.
• Strategic Thinker & Strong Communicator: Ability to craft and execute sales strategies, paired with excellent communication and presentation skills.
• Analytical & Problem-Solving Prowess: Strong data-driven mindset with the ability to analyze and adapt sales strategies to meet evolving market demands.
• Collaborative & Agile: Ability to work cross-functionally with various internal teams, including marketing, product, and engineering, and adapt quickly in a fast-paced environment.

We offer:

• Competitive compensation.
• Access to our employee stock options plan.
• Flexible work hours in a focused but casual environment.
• Excellent benefits, including 100% medical, dental, and vision coverage for employees.
• Generous—really generous—time off
• 401(k), with an annual match of up to $3000 (1-year vesting)
• 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. A 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 ourblog 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