Account Executive

Within your first 6-18 months, you will:

Consistently achieve or exceed new business quota by acquiring new customers.

Build and maintain a qualified pipeline that supports predictable revenue and accurate forecasting.

Successfully lead complex software sales cycles averaging 2-6 months, engaging Directors, Vice Presidents, and C-level stakeholders.

Conduct consultative discovery that uncovers business challenges, quantifies value, and aligns Descartes solutions to customer outcomes.

Develop account strategies that build consensus across business, operational, financial, and technical stakeholders.

Partner effectively with Solution Consultants, Customer Success, Marketing, Alliances, and Sales Leadership to deliver an exceptional buying experience.

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.