Sales Partnership Representative

The Descartes Systems Group Inc.; Northern (KY); Hybrid; USD 70,000 - 90,000; Full time

Benefits offered by this job

Remote work

Healthcare benefits

Performance-based incentives

Job summary

Descartes Systems Group Inc. in the United States is seeking a seasoned Partnerships Manager to build and scale a revenue-generating partnerships engine across North America.

You will turn ecommerce platforms, agencies, carriers, and integrations into a structured growth channel for Sellercloud and Finale. The role requires 3+ years in B2B SaaS partnerships, proven pipeline generation via partners, and the ability to drive co-sell motions with Sales.

Qualifications

• 3+ years in B2B SaaS sales or partnerships.
• Experience launching and scaling partner programs.
• Proven ability to generate partner-sourced pipeline and revenue.
• Experience with eCommerce software, ERP, or logistics ecosystem.
• Not an entry-level role; must manage full lifecycle.

Responsibilities

• Build and grow a partner ecosystem across North America.
• Source and close partner-generated opportunities.
• Collaborate with Sales, Marketing, and Product to enable partners.
• Track pipeline metrics and revenue contribution.
• Run partner-led events and campaigns.

Skills

B2B SaaS sales

Partnership development

Channel partnerships

Revenue generation

Cross-functional collaboration

Job description

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.

Mission

Build and scale a revenue-generating partnerships engine that drives qualified pipeline and closed-won business across North America. This role will turn the eCommerce ecosystem including platforms, agencies, carriers, and integrations into a structured, repeatable growth channel for Sellercloud and Finale.

Required Experience

• 3+ years of B2B SaaS sales, channel sales, strategic partnerships, or ecosystem business development experience, including 3+ years directly owning revenue-generating partnerships.
• Demonstrated success sourcing, negotiating, launching, and scaling referral, co-sell, reseller, integration, or revenue-share partnerships.
• Proven track record generating qualified pipeline and closed-won revenue through partners not solely through direct outbound prospecting.
• Experience managing partner-sourced opportunities with Account Executives throughout the full sales cycle, with measurable results in pipeline, conversion, revenue, and partner activation.
• Experience within eCommerce software, ERP, inventory or order management, marketplaces, logistics, or a closely related ecosystem.
• This is not an entry-level business development role. Candidates must have experience managing the complete partnership lifecycle, from partner identification and commercial negotiation through activation, co-selling, and revenue generation.

Outcomes

• 1. Pipeline Generation: Deliver 10–15 high-quality, partner-sourced qualified opportunities per month.
• 2. Bookings Impact: Achieve a 50%+ conversion rate on partner-sourced opportunities to closed-won revenue.
• 3. Partner Activation: Build and activate a portfolio of high-performing partners aligned with our ICP across integrations, agencies, platforms, and carriers.
• 4. Co-Sell Execution: Establish a repeatable co-selling motion with Sales, progressing partner opportunities to close within 30 days.
• 5. Ramp to Productivity: Reach full productivity within four months across the ICP, product suite, and GTM execution.
• 6. Market Presence: Execute partner-led events and campaigns that generate measurable, qualified pipeline.
• 7. Pipeline Discipline: Accurately track partner-sourced pipeline, conversion rates, and revenue contribution.

Skills & Competencies

• Revenue-Focused Partnerships: Generates pipeline and closed-won revenue through partner channels.
• Commercial Acumen: Understands ICP overlap, partner incentives, and referral, co-sell, reseller, and revenue-share models.
• Discovery Excellence: Uncovers customer needs and connects partner and product value to business outcomes.
• Product Fluency: Quickly learns and confidently positions Sellercloud and Finale within partner ecosystems.
• Execution Discipline: Operates with rigor around pipeline quality, conversion metrics, and follow-through.
• Cross-Functional Collaboration: Partners effectively with Sales, Marketing, and Product to enable partners and close business.
• Event-Driven GTM: Plans and executes partner-led events that generate qualified pipeline.
• Entrepreneurial Ownership: Thrives while building a partner channel in a high-growth, performance-driven environment.

Culture Add: TEAM Values

We value team members who communicate with transparency and build trust across functions. You bring excellence and expertise to your craft, maintain a high standard for quality, and continuously improve. You demonstrate accountability by owning outcomes, following through on commitments, and taking responsibility for results. You are driven by metrics and use data and experimentation to deliver measurable impact.

Aptitudes

• Smart: Quickly understands complex systems, connects ideas, and makes sound judgments.
• Curious: Seeks to understand customer problems, emerging technologies, and better ways of working.
• Coachable: Welcomes feedback, adapts, and continuously improves.

What’s in It for You

You will directly influence revenue growth by building a high-impact partnerships channel from the ground up. You will work closely with senior leadership and help shape go-to-market strategy across North America. As the partnership motion grows, your scope may expand into broader ecosystem ownership, strategic alliances, and larger deal influence.

You will operate in a fast-paced, collaborative environment with strong alignment across Sales, Marketing, and Product, while maintaining autonomy to develop and execute your partner strategy.

Compensation

The salary range is $70,000–$90,000 USD plus variable sales commission. Compensation is a good-faith estimate and may vary based on relevant experience, skills, and geographic location.

Location

This is a remote opportunity open to applicants authorized to work in the United States. We are a global organization that uses English as its primary business language, with job descriptions and communications available in 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.

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, we are looking forward to hearing from you. We cannot guarantee a perfect fit, but we will consider your experience.

Equal Employment Opportunity

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 Pay Transparency Nondiscrimination Statement, EEO/AA Statement. Descartes participates in the E-Verify program. 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 [e-mail]. 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.