Title:  Sales Manager - E-Commerce

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 22,000 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. 

Core Mission

Own a €1M ARR new business quota in the DACH 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 with a high-impact, multi-product sales role at the sharp edge of a massive market opportunity. You will join 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 business value to our defined ICP.

Key Outcomes (Year 1)

· Quota Attainment – Deliver €1m 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 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

· Fluent in German (business-level written and verbal) with the ability to conduct discovery, negotiation and executive presentations in both German and English

· 3-5+ years of mid-market SaaS experience (eCommerce, 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-oriented 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 Coffee Circle, LFDY GmbH, and Purelei. 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 while operating inside a global business unit.

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. 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.

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. 

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 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 status, or any other characteristic protected by federal, provincial, or local law. For more information about our commitment to equal employment opportunity, please review our Code of Business Conduct and Ethics at Descartes.com.