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

Descartes Systems Group; United States; On-site; USD 130,000 - 140,000; Full time

Job summary

Descartes Systems Group is seeking a Vice President of Sales for North America to lead two enterprise SaaS sales teams and shape the go-to-market strategy for Logistics Service Providers across the region. You will drive high-velocity growth, manage senior executives, and align sales with Marketing and Product to accelerate revenue and customer outcomes.

You will build a high-performance organization, deliver 15–20% annual revenue growth, and partner with executive leadership to forecast, plan,

Qualifications

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

Responsibilities

• Lead, coach, and develop four direct reports and a broader organization of 60+ sellers and account managers.
• Build and expand the 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.

Skills

Executive sales leadership

LSP domain expertise

Enterprise software sales

North America leadership

Revenue growth track record

Executive stakeholder engagement

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.

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

• 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 recognize 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

We’re entrepreneurial, hardworking, and 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.

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 EEO is the Law, 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].