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. 

Descartes is expanding its SaaS footprint across the logistics and supply chain ecosystem. This role exists to accelerate new revenue growth by identifying, winning, and expanding high-value customer relationships with organizations that depend on resilient, compliant, and efficient global trade operations. Your mission is to turn complex supply chain challenges into measurable business outcomes through consultative, data-driven SaaS selling — and to do it with hunger, discipline, and a team-first mindset.

Market Opportunity & Why Descartes
You’ll sell into a massive and rapidly digitizing global logistics and supply chain software market — a multi-billion-dollar industry with accelerating demand for resilient, compliant, and efficiency-driving solutions. Descartes has deep domain leadership, a broad customer base, and an acquisition-driven growth strategy that provides exceptional runway for sales impact, cross-sell, and career advancement. If you want to sell where the market is large, the need is urgent, and the company is investing in scale and innovation, this is that opportunity.

Outcomes - What Success Looks Like
•    Consistently achieve or exceed annual new revenue quota through disciplined pipeline generation and deal execution within the first 12 months.
•    Build and maintain a qualified pipeline of 3–5x quota coverage via proactive outbound prospecting, strategic account targeting, and partner collaboration.
•    Increase average deal size and contract value through effective upselling and cross-selling within assigned accounts over 24 months.
•    Maintain accurate forecasting with ±10% variance by leveraging CRM discipline and data-driven pipeline management.
•    Improve win rates year over year by applying structured discovery, value articulation, and competitive positioning.
•    Establish trusted advisor status with key stakeholders in target accounts, resulting in multi-year customer retention and expansion opportunities.

Skills & Competencies — How the Work Gets Done
Role-Specific Skills
•    Proven success in B2B SaaS sales with consistent quota attainment.
•    Strong prospecting and business development capability (hunter mindset).
•    Consultative selling expertise: ability to uncover operational pain points and quantify business value.
•    3+ years of experience managing complex sales cycles involving multiple stakeholders.
•    CRM fluency and disciplined pipeline management.
•    Financial acumen to build ROI-based value propositions.
•    Skilled in negotiation and closing strategies.

Key behaviors we want
•    Hungry to be the best. Sets ambitious goals, relentlessly pursues them, and consistently raises the bar for performance.
•    Coachable. Actively seeks feedback from leaders and peers, implements coaching quickly, and shows measurable improvement.
•    Independent operator with strong judgment. Manages day-to-day autonomously while knowing when to ask for help, training, or leadership engagement to accelerate outcomes.
•    Team contributor. Shares best practices, mentors peers, collaborates cross-functionally, and “runs to us, not away” — raising issues early so the team can help drive the win.
•    Relentless about book growth. Constantly looking for ways to expand pipeline, increase account penetration, and grow ARR.

Culture Add - Our TEAM Values
Transparency, excellence, accountability, and metric-driven results define success in this role: candidates communicate openly about pipeline health and challenges, demonstrate curiosity and expertise in logistics, compliance, and SaaS, take full ownership of targets and commitments, and use data to drive prioritization and performance. These competencies are assessed through structured interviews focused on past performance, coachability, problem-solving, and measurable outcomes.

What’s in It for You
•    Unlimited earning potential: Base salary of $70,000 USD plus uncapped commission. 
•    Coaching & development: Structured coaching, peer mentorship, and a clear path to senior sales, strategic accounts, or sales leadership roles.
•    High-impact role: Direct influence on revenue growth in a financially strong, acquisition-driven global SaaS organization.
•    Autonomy with support: Remote-first environment with territory flexibility and strong marketing, product, and leadership backing.
•    Industry leadership & exposure: Represent mission-critical solutions trusted by global logistics and supply chain leaders and engage directly with executive stakeholders across operations, compliance, IT, and finance.
•    Significant growth runway: Sell into a large, expanding market with meaningful opportunities for new business, expansion, and long-term career progression at Descartes.

Location & Compensation
•    Location: Remote – United States or Canada (Applicants must be eligible to work with any employer in Canada or the United States)
•    Compensation: $70,000 USD base salary plus commission. 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.