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. 

Account Executive - New Business

Location: Remote (US or Canada)

Mission

As an Account Executive at Descartes, your mission is to win new business by helping small to mid-size organizations transform their supply chain and logistics operations through technology. This is a true hunter role for someone who enjoys opening new doors, navigating complex buying groups, and leading consultative sales conversations that deliver measurable business value. You'll build trusted relationships with senior decision-makers and consistently drive new customer growth.

Outcomes

Within your first 6-18 months, you will:

1. Consistently achieve or exceed new business quota by acquiring new customers.
2. Build and maintain a qualified pipeline that supports predictable revenue and accurate forecasting.
3. Successfully lead complex software sales cycles averaging 2-6 months, engaging Directors, Vice Presidents, and C-level stakeholders.
4. Conduct consultative discovery that uncovers business challenges, quantifies value, and aligns Descartes solutions to customer outcomes.
5. Develop account strategies that build consensus across business, operational, financial, and technical stakeholders.
6. Partner effectively with Solution Consultants, Customer Success, Marketing, Alliances, and Sales Leadership to deliver an exceptional buying experience.
7. Continuously improve through coaching while contributing to a collaborative, high-performing sales team.

What We're Looking For

You bring a track record of winning complex enterprise opportunities and enjoy the challenge of building new business.

Required

• 3+ years of quota-carrying B2B SaaS or enterprise software sales experience.
• Proven success acquiring new logo business in small to mid-size accounts.
• Experience selling complex software solutions with average sales cycles 1-6 months.
• Demonstrated success selling solutions with annual contract values typically ranging from $50K to $250K.
• Experience engaging multiple stakeholders, including Directors, Vice Presidents, and executive decision-makers.
• Strong consultative sales approach focused on understanding business challenges before recommending solutions.
• Consistent history of meeting or exceeding quota.

Preferred

• Experience in selling Supply Chain, Logistics, Transportation, Warehouse Management, Trade Compliance, or adjacent enterprise software solutions.
• Knowledge of supply chain operations and logistics business processes.
• Experience using structured sales methodologies (Sandler, Challenger, Command of the Message, or similar).

Skills & Competencies

Exceptional prospecting and business development skills with a true hunter mentality.Skilled at building executive relationships and creating urgency around business challenges.Strong discovery, executive presentation, negotiation, and closing capabilities.Ability to navigate complex buying committees and multi-thread opportunities.Commercial acumen with the ability to articulate business value and ROI.Strong territory planning, pipeline management, and forecasting discipline.Comfortable operating in a fast-paced, metrics-driven sales environment.Excellent written, verbal, and interpersonal communication skills.

Culture Add: TEAM Values

• Transparency: Open and honest.
• Excellence & Expertise: High standards.
• Accountability: Owns results.
• Metric-Driven: Data-driven.

Aptitudes

• Smart: Learns fast.
• Curious: Seeks to understand.
• Coachable: Continuously improves.
• Competitive: Loves to win.
• Collaborative: Team-first.

What's In It For You

Join Descartes, a global leader in supply chain and logistics technology, and help some of the world's largest organizations solve complex operational challenges.You'll have the opportunity to:Own a high-potential territory with significant new business opportunity.Sell market-leading software that delivers measurable business impact.Partner with experienced Solution Consultants and industry experts throughout the sales cycle.Receive structured onboarding, ongoing coaching, and continuous sales development.Work in a collaborative, high-performance culture that celebrates winning together.Grow your career into Strategic Accounts, Enterprise Sales, or Sales Leadership. 

Salary Range: $70,000–$80,000 USD base plus uncapped commission. Compensation is determined based on experience, skills, and geographic location.

Location: This is a remote opportunity open to applicants authorized to work in Canada or the United States. We are a global organization that uses English as our primary business language, with local language support where required.

If you're an accomplished software sales professional who loves winning new business, excels in consultative selling, and enjoys solving complex customer challenges, we'd love to hear from you.

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.