VP Sales -Enterprise SaaS | Logistics Service Providers | Broker & Forwarder Systems

The Descartes Systems Group Inc.; Northern (KY); Hybrid; USD 130,000 - 140,000; Full time

Benefits offered by this job

Competitive compensation

Remote and flexible work hours

Job summary

Descartes Systems Group is seeking a Vice President of Sales, North America, to lead enterprise SaaS sales across the Broker/Forwarder and LSP segments. You will build and coach two high-impact teams, shape the go-to-market strategy, and drive ambitious revenue growth while maintaining data‑driven discipline and executive-level engagement.

You will collaborate with Marketing and Product, represent Descartes with major customers, and guide forecasting, pipeline, and performance reporting in a

Qualifications

• Executive sales leadership experience leading enterprise SaaS sales organizations (VP or Senior Director level).
• Deep domain expertise selling technology solutions to Logistics Service Providers (LSPs).
• Proven success driving enterprise software sales within Broker/Forwarder market in North America.
• Experience leading large, geographically distributed sales organizations (50+ people preferred).
• Demonstrated ability to consistently deliver 15–20%+ annual revenue growth.
• Strong background in enterprise account strategy, forecasting, pipeline management, and executive customer engagement.

Responsibilities

• Lead, coach, and develop four direct reports and a 60+ person sales/ account team.
• Expand LSP Strategic Account Management with defined structure and processes.
• Own go-to-market and revenue strategy for NA Broker/Forwarder and LSP segments.
• Deliver 15–20% annual revenue growth with data-driven sales culture.
• Collaborate with Marketing and Product to shape campaigns and feedback loops.
• Forecasting and execution with EVP of Sales and GM.
• Drive pipeline discipline, CRM optimization, and performance reporting.
• Represent Descartes with major enterprise customers and industry leaders.

Skills

Executive sales leadership experience

LSP domain expertise

Enterprise software sales

Leading large distributed teams

Revenue growth delivery

Executive account strategy/forecasting

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.

Vice President of Sales, North America

Leadership at Descartes means coaching with intent, executing with precision, and scaling success through clarity and consistency. We’re looking for a Vice President of Sales who can build and lead elite enterprise sales organizations someone who thrives on strategy, accountability, and impact. This is a newly created role designed to drive ambitious growth in our Logistics Service Providers (LSP) business across North America. You’ll lead two high-impact teams the Broker/Forwarder Enterprise Systems team and the LSP Strategic Account team while shaping the future of our go-to-market execution, sales culture, and revenue strategy.

Must-Have Requirements

• Executive sales leadership experience leading enterprise SaaS sales organizations (VP or Senior Director level).
• Deep domain expertise selling technology solutions to Logistics Service Providers (LSPs), including customs brokers, freight forwarders, and 3PLs.
• Proven success driving enterprise software sales within the Broker/Forwarder market across North America.
• Experience leading large, geographically distributed sales organizations (50+ people preferred).
• Demonstrated ability to consistently deliver 15–20%+ annual revenue growth.
• Strong background in enterprise account strategy, forecasting, pipeline management, and executive customer engagement.

Strongly Preferred

• Experience in transportation management, customs compliance, freight forwarding, or supply chain SaaS.
• Experience managing Strategic Account teams in addition to New Business sales.
• Experience collaborating closely with Product and Marketing on go-to-market strategy.
• Knowledge of the logistics technology ecosystem (Descartes, CargoWise, e2open, BluJay/Körber, SAP TM, Oracle Transportation Management, MercuryGate, etc.).

What You’ll Be Doing

Your mission: Lead, scale, and win — the right way.

• Lead, coach, and develop four direct reports and a broader organization of 60+ sellers and account managers
• Build and expand our LSP Strategic Account Management team — defining structure, process, and best practices
• Own the go‑to‑market and revenue strategy for North America Broker/Forwarder Enterprise Systems and LSP segments
• Deliver 15–20% annual revenue growth while maintaining a high‑integrity, data‑driven sales culture
• Collaborate with Marketing and Product teams to shape campaigns, feedback loops, and field‑driven innovation
• Partner with the EVP of Sales and General Manager on forecasting, strategic planning, and execution
• Drive operational rigor through pipeline discipline, CRM optimization, and performance reporting
• Represent Descartes with major enterprise customers and industry leaders — positioning our solutions as the standard for logistics transformation

Why Descartes

• Join a global SaaS leader transforming logistics and supply chain performance
• Shape a new strategic growth pillar at the executive level with visibility across the business
• Work in a culture built on coaching, clarity, and continuous improvement
• Build your career in a company that prizes growth, accountability, and integrity over politics
• Enjoy competitive compensation, benefits, and flexibility that recognizes performance and potential

Compensation Range

$130,000 – $140,000 USD Plus Bonus and eligible to participate in LTI. 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.

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 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 Pay Transparency Nondiscrimination Statement, EEO/AA Statement. Descartes participates in 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 [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.

Source

jobs.descartes.com