Title:  Account Executive

Descartes Unites the People and Technology that Move the World

The need for efficient, secure, and agile supply chains and logistics operations has become ever more critical and complex.  By combining innovative technology, powerful trade intelligence and the reach of our network, Descartes helps get goods, information, transportation assets, and people where they’re needed, when they’re needed. 

We’re one of the most broadly deployed logistics and supply chain technology companies in the world. More than 26,000 customers around the globe use our cloud-based solutions to transform the way they move inventory and information to enhance productivity, better serve customers, thrive competitively, keep pace with evolving regulations, and respond to rapidly changing market conditions. Descartes is publicly traded (Nasdaq:DSGX, TSX:DSG) with headquarters in Waterloo, Ontario, Canada, and offices and partners around the world. With record financial performance for more than 16 years, we lead the industry in innovation investment. Every day, logistics service providers, manufacturers, retailers, distributors, and other logistics-intensive businesses of all sizes rely on our scale, stability, and comprehensive solution footprint to move what’s most important to them. Learn more at www.descartes.com. 
 
We’re growing fast and invite you to join our amazing team. 

Mission
Own a $600K ARR new business quota in the North American market scaling Descartes eCommerce product suite through a disciplined, repeatable sales motion. Achieve full productivity in four months, drive accurate forecasting and deliver measurable business value to our customers inside our defined Ideal Client Profile (ICP) for eCommerce retailers. This is a new business, high-impact, multi-product sales role at the sharp edge of a massive market opportunity. You will be joining a team that wins by building trust, uncovering and solving real business problems for our customers.  You will implement our value-based Customer Centric Selling playbook delivering real business value to our defined ICP. 

Key Outcomes (Year 1) 
•    Quota Attainment – Deliver $600K ARR in net new bookings 
•    Pipeline coverage – Build and sustain 3x qualified pipeline coverage per quarter via outbound and partner sourced activity 
•    Sales Execution – Maintain a disciplined 40-day sales cycle that drives velocity without sacrificing deal quality and achieve a 50%+ win rate on qualified sales opportunities 
•    Ramp – Achieve full productivity in four months through a structured, codified pressure tested onboarding plan designed to accelerate time-to-value and ensure repeatable success 
•    Customer impact – Deliver measurable business value to our customers in our defined Ideal Client Profile (ICP) and create repeatable new logo wins in-market through strong customer advocacy references 

Core Responsibilities 
•    Full cycle-ownership – Outbound prospecting, multi-stakeholder discovery, solution design, negotiation and closing new business 
•    Execute a structured onboarding and enablement plan, developed and pressure tested across global teams, ensuring consistent and rapid ramp to quota attainment 
•    Execute Descartes Customer Centric Selling (CCS) eCommerce playbook across all net new opportunities 
•    Maintain a rigorous sales cadence and pipeline hygiene to ensure accurate deal forecasting 
•    Partner cross-functionally in the division with solution consultants, professional services and marketing to drive deals to close 
•    Leverage the industry ecosystem partners (agencies, consultants, tech alliances, resellers) to expand our market reach and generate qualified opportunities 
•    Contribute to a high-performance sales culture through consistent participation in weekly coaching sessions, training and best practice sharing 

Candidate profile 
•    3-5+ years of mid-market SaaS experience (eCommerce, ERP, supply chain, or logistics domain a plus) with a track record of exceeding quota 
•    Skilled in complex, multi-stakeholder solution sales 
•    Demonstrated hunter mentality, with disciplined daily outbound prospecting 
•    Commercially sharp, detail-orientated and obsessed with accurate forecasting 
•    Highly coachable – thrives in a metrics-driven, high-accountability, high-velocity sales culture 
•    Seeks ownership and accountability over a defined territory not a book of business 
•    Intellectually curious, coachable, and have a high level of entrepreneurial spirit with a passion of problem solving for customers. 
 
Cultural DNA 
The right candidate embodies 
Discipline – Obsessed with metrics, pipeline health and execution quality 
Curiosity – Passionate about solving real business operational problems and understanding business processes 
Ownership – Thrives in a high-accountability successful sales environment 
Coachable – Actively seeks and applies feedback to active new business deals 
Collaboration – Operates with a team first mentality and has productive, respectful engagement across functional teams.   
 
Why Descartes Ecommerce? 
Our integrated eCommerce platform is trusted by leading global brands including Mondelez, Intelligentsia, and Rep Fitness. With consistent double digit ARR growth since 2020, a structured onboarding program and a proven sales playbook, this role offers the autonomy to drive measurable regional growth whilst operating inside a global business unit. 

Salary Range: $70,000 to $75,000 USD. Compensation information provided is a good faith estimate for this position only. Factors that may be used to determine your actual salary may include your specific skills as well as the years of experience you have. Similar positions located in different geographic regions will not necessarily receive the same compensation.

Join Us

As we scale, we’re looking for new doers, collaborators and innovators to join Descartes in uniting the people and technology that move the world as the Global Leader in Logistics and Supply Chain Technology. We’re entrepreneurial, hardworking, geeky-in-a-good way problem solvers. Guided by our values, we nurture a TEAM focused culture that invests in people and creates opportunities for advancement across a broad spectrum of career paths. We prioritize work-life balance and foster an environment with the space to take ownership, to be heard, and to carve a path for your individual accomplishments to help drive our success.  

Descartes also has a deep sense of environmental responsibility. Learn more about how we helped our customers save over 552,000 metric tons of CO2 in 2020 by reducing fuel and paper consumption: https://www.descartes.com/who-we-are/social-responsibility-sustainability/environmental-impact.  Join a team that’s committed to working with customers to conserve resources and enhance sustainability. 

At Descartes, everyone has a voice and the best idea wins, regardless of who makes it. We offer competitive compensation, great benefits, remote and flexible work hours, and the opportunity to join a company on an awesome mission with a great existing team and trajectory. If you feel you have 70% of the qualifications we are looking for, and Descartes sounds like the team and the mission you want to be part of, apply now. We can't promise it will be a fit, but we do promise to consider your experience. 

We conduct a mix of in-person and virtual interviews. Virtual interviews are held via Microsoft Teams and are recorded and transcribed. We may utilize AI tools to support our hiring team in notetaking, summarization, and internal training. AI tools are not used in our recruitment process for decision-making purposes. Recordings, transcripts, and notes are used for recruitment, including improvement of our process, and record-keeping purposes. Should you have any questions or concerns about our process, please connect with our hiring team in advance of scheduled interviews. 

We are an Equal Employment/Affirmative Action employer. We do not discriminate in hiring on the basis of sex, gender identity, sexual orientation, race, color, religious creed, national origin, physical or mental disability, protected Veteran status, or any other characteristic protected by federal, state, or local law. For more information about our commitment to equal employment opportunity, please review our EEO is the Law, Pay Transparency Nondiscrimination Statement, EEO/AA Statement. Descartes participates in the E-Verify program. Please click below to learn more about the E-Verify program. Notice of E-Verify Participation Right to Work (English and Spanish). 
Descartes is committed to working with and providing reasonable accommodations to job applicants with disabilities. Applicants in North America with a disability who require a reasonable accommodation for any part of the application or hiring process can email us at hrna@descartes.com. Provide your name and contact information along with the accommodation needed to assist you with the application process. Your request will be responded to as soon as possible. Reasonable accommodations will be determined on a case-by-case basis.