Director, Sales

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.

We are a fast-growing company that, by combining innovative technology, powerful trade intelligence and the reach of our network, we deliver the industry’s most complete offering of cloud-based logistics and supply chain management solutions. Our Routing, Mobile and Telematics division delivers the industry’s most comprehensive integrated route planning, route execution, mobile, safety and compliance, customer engagement, and performance monitoring solutions. We are seeking a Director of Sales to join our dynamic Routing, Mobile and Telematics Division in North America, reporting to the Vice President of Sales. 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 Responsibilities

• Manage a team of 5-6 Enterprise Sales Reps in North America.
• Establish and maintain partner network in the Routing, Mobile and Telematics ecosystem to create new business pipeline and offer our prospects and customers new solutions to help them better run their business more efficiently.
• Implement regional sales programs by developing field sales action plans.
• Contribute to marketing strategies, analysing trends and results.
• Establish sales objectives by forecasting and developing annual sales quotas for regions and territories and projecting expected sales volumes.
• Maintain professional and technical knowledge by attending educational workshops, reviewing professional publications, establishing personal networks, and participating in professional societies.
• Work closely with the Sales Reps to close new business accounts at all stages in the sales process.
• Recruiting – building and coaching a team that exceeds annual sales quotas.

Key Skills

• Coaching – people describe you as a coach who wants to improve their team week-on-week, month-on-month.
• 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) is 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.
• Hands on – you have no issues in joining meetings or calls and helping your team at any stage in the sales process to improve our winning position.

Requirements

• BA/BS/BTech degree or equivalent.
• Track record of five years in SaaS sales as an individual contributor and exceeding quota bookings (seven-figure ARR quota in the SaaS space).
• First leadership role of a team 2-3 Sales Reps.
• You are a natural coach – you value, enjoy and get personal satisfaction from helping your team grow.
• You prefer working in a fast-paced environment.
• You are highly proficient in maintaining high performance standards and ensuring CRM hygiene.

Salary Range: $125,000 to $135,000 USD plus sales variable Commission. 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. We are a global organization using English as a primary language, job descriptions and communication available in the local languages where required. #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. 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.