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 175 people spread across the US, APAC and Europe, CARTO (backed by Insight Partners, 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.To continue this growth, the Go To Market Team is looking for a SDR Global Leader to lead a team of SDR’s responsible for inbound and outbound pipeline generation.
The SDR Global Leader will report directly to the VP of Global Sales and work across the Sales and marketing teams to execute critical plays to convert leads into qualified pipeline.The SDR Leader also works closely with the entire Sales organization to ensure that SDR staff provide adequate support to the field. This position will contribute to the modernization of the SDR function within CARTO through the adoption of new technology, enablement, and internal coaching.The team you will join is currently responsible for managing the inbound and outbound pipeline generation for Americas and Europe.Location: The position is remote in the East Coast of the US or in Madrid, Spain. In fact, most of our team in the US is based in the NYC area, but we are open to any other location in the US in a compatible time zone.
You will
- Lead a global team of Business Development Representatives (BDRs), providing guidance, coaching, and support to help them achieve individual and team targets.
- Partner with AE’s in researching accounts within CARTO’s defined target market and identify key players (coach, champion, economic buyer) to generate interest through outbound campaigns. Must be fluent in a structured, multi-threaded approach to pipeline generation across various channels.
- Follow-up on inbound marketing leads from trade shows, trial sign-ups, webinars, etc.
- Apply your data driven analytical skills to improve the output of your team.
- Your day to day will consist of leading multiple team activities including planning outreaches for the week, managing MQL backlog, refining cadences, and communicating with marketing.
- You will be accountable for maximizing MQL conversion through managing the productivity of your team and you will be compensated on the ultimate success of the sales team: Booked ARR.
- Develop long term career plans for SDR’s to evolve into AE’s.
- Meet weekly with Demand Generation stakeholders in Marketing to track progress, provide feedback, and adjust processes to achieve pipeline targets.
- Lastly, you will collaborate closely with the VP of Global Sales on redefining the SDR role through individual coaching, training, adopting and testing state of the art technology and creating new approaches.
- 20 to 30% travel involved, locally and internationally.
You offer
- 2+ years prior BDR experience within SaaS start-ups with a proven track record of success and exceeding quotas.
- Experience in managing and coaching BDR teams.
- Prior experience generating new leads, conducting cold calling, and customizing campaigns to a specific persona/ICP.
- Experience with funnel management across multiple channels (inbound, upsell, outbound, marketing)
- Experience with lead generation tools such as LinkedIn Sales Navigator, Zoominfo, Salesforce, and Outreach, including generative AI
- Bonus Points: background in GIS, Geography, Remote Sensing, Analytics, Cloud DW technologies.
We offer
- 24 days of paid vacation days + annual holidays, honor code approach to sick days
- Access to our employee stock options plan
- Covered medical, dental, and vision coverage
- Remote Work Flexible
- Remote work allowance
- Growth prospects at a truly welcoming multicultural and multilingual company with a supportive, team-work-oriented work environment
- 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 our blogor 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#LI-RemoteApply for this job
