Account Manager
Full TimeJob Overview
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.
With an exceptionally diverse team of 150 people spread across the US and Europe, CARTO (backed by Insight Partners, Accel Partners, Salesforce Ventures, and Earlybird 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.
We are looking for an enthusiastic and intellectually curious Account Manager. You’ll work across a wide array of Enterprise and Mid-Market clients, focused on customer retention, expansion, and value realization, partnering closely with our Enterprise Customer Success Managers to generate new growth and revenue within existing accounts.
Your understanding of customer challenges, ability to communicate value at multiple levels, and disciplined approach to account planning will help shape both our growth strategy and product direction.
What you will achieve
- Successfully renew over 87% of the contracts within the assigned book of business on a quarterly basis through strong relationship management and data-backed negotiation.
- Expand ARR within existing accounts by identifying new use cases and champions across the organization.
- Maintain a deep understanding of CARTO’s platform and clearly articulate how it delivers value for different customer personas.
- Engage with customers to uncover business needs, map value, and co-create solutions aligned with their strategy.
- Navigate complex organizations and procurement processes while influencing stakeholders at all levels, including C-level.
- Build and execute thoughtful account and territory plans to ensure sustainable growth and retention.
- Accurately forecast growth and retention metrics, tracking performance against goals.
- Collaborate cross-functionally to ensure customer success and share insights that shape product development.
- Continuously learn from customer feedback and internal coaching to refine your approach and drive better outcomes.
What you need to thrive
- 5+ years of experience in software sales, account management, or renewals for a SaaS, data, or cloud company.
- Proven track record of quota attainment and account growth, ideally within complex, multi-stakeholder environments.
- Fully knowledgeable on MEDDIC
- Geospatial or analytics experience is highly valued, as is a grasp of the competitive landscape in GIS and data analytics.
- Strong analytical, planning, and organizational skills — you know how to design and execute an account strategy.
- Excellent communication skills in English and Spanish; additional languages are a plus.
- Naturally curious, coachable, and proactive, with a lifelong learning mindset and openness to feedback.