Title:  Sales Enablement Specialist, North America

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. 

The Sales Enablement Specialist plays a critical role in improving the effectiveness of the sales team by providing resources, frameworks, content and support. This includes managing lead generation, creating content for training, and streamlining processes that support the overall sales cycle. In this newly created position you will collaborate with multiple stakeholders such as Sales Leaders, Marketing, and Product to enhance tools and resources, ensuring alignment between the sales team and the company’s strategic objectives. This role involves data management, content curation, and creating onboarding and ongoing training programs for sales representatives. 

Key Responsibilities: 

   Analysis: 

• Collaborate closely with Sales Leaders to uncover actionable insights through in-depth reporting and analysis. Key applications include strategic workforce planning, optimizing territory allocation, and evaluating go-to-market strategies following acquisitions. 

• Track and analyze sales performance data to identify knowledge gaps, training needs, and opportunities for process improvement. 

   Content Management and Organization: 

• Collaborate with sales, marketing and product teams to assess and curate sales content such as online training, sales ready messaging, presentations, case studies, and white papers. Ensure the sales team can easily access and utilize these materials.

  Training & Onboarding: 

• Design and update onboarding programs for new sales hires, as well as ongoing training for the sales team. This includes buyer knowledge, sales techniques, CRM best practices, and competitive analysis. 

• Coordinate and project manage remote and onsite training sessions.  

  Cross-functional Collaboration: 

• Work closely with Sales, Marketing, and Product teams to ensure alignment on messaging, strategy, and initiatives. Act as the liaison between sales and other departments to ensure a smooth flow of information. 

  Sales Process Improvement: 

• Identify areas of inefficiency in the sales process and work with relevant teams to implement solutions that improve sales velocity and customer engagement. 

• CRM and Technology Enablement: 

• Support the sales team in maximizing the use of CRM systems and other sales tools, providing training and ensuring adherence to best practices. 

  Competitive Intelligence: 

• Continuously gather and disseminate information on market trends, competitor products, and pricing to ensure the sales team stays competitive. 

• Sales Tools & Resources: 

• Develop, maintain, and enhance sales tools, resources, and playbooks that empower the sales team to work efficiently and effectively. Sales Tools include (but not limited to) MSCRM, Gong, MS Sequencing, DemandBase, LinkedIn Navigator. 

Qualifications: 

  Experience: 

• 3+ years of experience in experience in a sales enablement, training, or sales operations role. 

• Proven experience working with sales teams in fast-paced environments. 

• Experience in Supply Chain SaaS, B2B sales, or technology solutions is preferred. 

Skills and Attributes: 

• Strong understanding of the sales process and strategies.  

• Excellent written and verbal communication skills.  

• Analytical mindset with the ability to use data to drive decisions.   

• Proficiency in creating and managing sales collateral and content.  

• Strong organizational and project management skills. 

• Highly collaborative with strong interpersonal skills.  

• Self-starter with a proactive approach to problem-solving.  

• Ability to thrive in a fast-paced, dynamic environment. 

  Education: 

• Bachelor’s degree in business, Marketing, or a related field, or equivalent work experience. 

Salary Range: $80,000 to $110,000 USD plus sales variable commision. 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.

Location: This is a remote opportunity, open to applicants authorized to work in Canada or the United States.#remote #LI- Remote

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. 

Through COVID-19, we implemented a virtual hiring process and continue to interview and onboard candidates by video using Microsoft TEAMS. We record interviews and use them strictly for quality assurance, training and general record keeping purposes. Should you have any questions about this process, please connect with our hiring team in advance of scheduled interviews. We value the safety of each member of our community because we know we're all in this together. 

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.