Account Executive Job Details | The Descartes

Summary

Descartes is a global leader in supply chain and logistics technology. The Account Executive - New Business will acquire new customers by selling software solutions to small and mid-size organizations, leading consultative sales cycles, building executive relationships, and driving new business growth.

Responsibilities

• 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
• 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

Skills

• 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
• 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
• 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
• 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)

Qualifications

Must Haves

• 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
• 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
• 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

Nice to Haves

• 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)

Benefits

• Uncapped commission
• Structured onboarding
• Ongoing coaching
• Continuous sales development
• Grow your career into Strategic Accounts, Enterprise Sales, or Sales Leadership
• Remote and flexible work hours