Director, Sales- Logistics Service Providers

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.

With a comprehensive solution set, local support, and 30+ years of experience, Descartes is the industry leader in technology for freight forwarders and customs brokers. We are seeking a Sales Director to join our Logistics Service Provider (LSP) Division in North America. The ideal candidate is an experienced, collaborative, and entrepreneurial sales leader with a track record of coaching teams to win complex, executive-level deals using a value-driven, consultative approach. This role requires a motivator who thrives in business development, capable of coaching teams to build value, displace competition, solve problems, and drive growth. The candidate should also be passionate about recruiting, coaching, and leading their team to success every quarter.

Key Characteristics

The successful candidate will have the following characteristics and experience:

• Coaching – people describe you as a coach who wants to improve their team week-on-week, month-on-month.
• Hands on – you have a desire to be “shoulder to shoulder” with your team in customer meetings and in the details at any stage in the sales process to improve our winning position.
• Goal oriented – you are driven by meeting both individual and team goals, you are a self-starter who enjoys working in a fast-paced environment.
• Business planning – passionate about continuous improvement and building a team to ensure that the sales plan (quotas) are met.
• Sales process – you are a champion of a milestone-driven repeatable consultative and value driven sales process.
• Problem solving – you are a strong problem solver and excel at listening and asking the right questions at the right time.
  
  

What’s in it for you?

At Descartes, we value the contributions that each of our employees make towards achieving our corporate goals. We strive to ensure that each member of our team is given the tools and support they need to make valuable contributions. Descartes is committed to providing a stimulating and rewarding work environment, including competitive salaries and benefits.As part of the Descartes team, you will have the opportunity to work with globally recognized market leaders who take pride in delivering quality services and market-leading innovations.

You Will Be Responsible For

• Accountable for overall sales objectives, profitability, volume and other strategic goals.
• Coach sales team to uncover customer needs, develop champions, present specific use cases, demonstrate the differentiated value of our products and services and negotiate favorable pricing and terms by selling value and return on investment.
• Inspire, empower, coach and motivate, while pairing business and revenue objectives with appropriate growth initiatives.
• Consistently deliver revenue targets – ensuring company revenue goals, and objectives are achieved quarter over quarter and year over year.
• Accurately forecast quarterly, and annual revenue numbers for assigned region, dedication to the number and to deadlines.
• Direct sales activities within assigned area, set expectations, provide mentorship, prioritize efforts, hold the team accountable for building pipeline and executing each phase of the sales cycle.
• Work as a team for the most efficient use and deployment of resources; collaborate with sales engineering, channels/alliances, professional services, product, legal, marketing, and engineering teams to create a seamless customer experience.
  
  

You Will Bring

• Three (3) years of sales leadership, with track record of building, scaling, and coaching high-performance remote sales teams.
• Domain knowledge and experience of US freight forwarding and / or customs brokerage is a strong asset.
• 3-5 years in enterprise solution and B2B sales, with strong understanding of SaaS and subscription business models
• Bachelor’s Degree or equivalent work experience
• Track record of consistently meeting/exceeding sales quotas personally and as a sales leader.
• Excellent leadership and influencing skills; ability to build strong business partnerships both outside, and within the organization.
• Skilled at business planning and diligent at measuring and communicating progress towards the plan, identifying roadblocks, and coming up with appropriate solutions.
• Success adapting in fast-growing and changing environments
  
  

Other Requirements

Please note that this role requires satisfactory completion of References/Background Check and Educational Verification.

Location: This is a remote opportunity, open to applicants authorized to work in the United States.

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.