• 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.