NA Sales Director
CARTO
Sales & Business Development
United States
Posted on Feb 6, 2026
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 T-Mobile, Mastercard, NHL, Coca-Cola and Gap 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 200 people spread across the US and Europe, CARTO (backed by Insight Partners and Accel Partners, 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 modernize legacy GIS software.
With an exceptionally diverse team of 200 people spread across the US and Europe, CARTO (backed by Insight Partners and Accel Partners, 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 modernize legacy GIS software.
To continue our growth, we are looking for a high-energy, highly-motivated and resourceful Sales Director for North America with experience in Enterprise B2B SaaS sales of geospatial and analytics solutions, directly and alongside our broad set of partners (Cloud, Channel, and SI’s.)
As the Sales Director at CARTO, you will play a role in driving our sales efforts in the United States and Canada. You will be responsible for enhancing accountability, coaching, and making sure your team achieves the highest standards in pipeline generation, management, and deal prosecution while fostering a high-performance culture. You have a proven track record in selling to the Enterprise, Large Enterprise, and Local Government segments and an existing network of contacts that helps you quickly penetrate accounts and also support hiring efforts.
Experience in leading teams selling B2B SAAS analytics is required. Experience in geoanalytics will be a plus.
- Department
- Sales
- Employment Type
- Permanent - Full Time
- Location
- USA
- Workplace type
- Fully remote
Key Responsibilities
- Sales Leadership: Provide strategic direction and leadership to the sales team, setting clear goals and objectives
- Pipeline Generation & Management: Execute outbound pipeline generation strategies to complement inbound efforts from Marketing and SDR’s and maintain high pipeline hygiene in real time.
- Strict Deal Qualification: No matter the source, you will be the steward of your pipeline maintaining high adherence to CARTO’s ICP and qualification criteria.
- Coaching and Development: Coach, mentor, and develop the sales team, fostering a culture of continuous improvement and skill development.
- Performance Culture: Promote a results-oriented and performance-driven culture within the sales team, setting and tracking KPIs to measure success in sales.
- Sales Forecasting: Develop and maintain accurate sales forecasts, ensuring alignment with company revenue goals.
- Sales Methodologies: Maintain strict adherence to CARTO’s playbook based in MEDDICC driving consistency and effectiveness across the sales organization.
- Strategic Partnerships: Collaborate with the Partnership team to identify and nurture strategic relationships that can drive sales growth in these sectors.
- Customer Relationships: Leverage your existing network of contacts to build and maintain strong relationships with key customers and partners within our target verticals, driving customer satisfaction and retention.
Skills, Knowledge and Expertise
- Understanding of analytics and location intelligence technology and market landscape.
- Thorough understanding of the Cloud, Cloud Datawarehouse, and AI spaces and technology.
- Adept at leveraging AI for your GTM operations.
- Proven track record of successfully selling to the Enterprise market.
- Track record of implementing diverse prospecting strategies to generate pipeline in a specific set of target accounts and drive your team to build their own pipeline.
- Deep knowledge of MEDDIC and strong adherence to sales process, pipeline hygiene, and qualification criteria.
- Exceptional coaching and mentoring skills, with a passion for developing sales talent.
- Excellent communication and presentation skills.
- Strategic thinker with the ability to drive sales strategy and execution.
- Strong analytical and problem-solving skills.
- Ability to work in a fast-paced, dynamic environment and adapt to change.
- Ability to collaborate internally with key cross-functional stakeholders including marketing, sales, product, engineering, legal, and more.
- Telecom, Insurance, FinServ experience a plus.
- Knowledge of Public Sector selling a plus.
Benefits
- 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 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.
About CARTO
We specialize in delivering innovative solutions and exceptional services to meet the diverse needs of our clients. With a strong commitment to quality and customer satisfaction, we strive to exceed expectations and drive success in every project we undertake.
Our Hiring Process
Stage 1:
Screening
Stage 2:
HM interview
Stage 3:
Second interview
Stage 4:
Final interview
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