Director, Sales

The Descartes

12d • $125,000 - $135,000 • Remote

About The Position

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. Sales Director, Enterprise SaaS – North America. This is a remote opportunity open to applicants authorized to work in the United States or Canada. Descartes is a global organization that uses English as a primary business language, with local language support provided where required.

Requirements

• Proven success leading Enterprise SaaS sales teams in complex B2B environments.
• Strong coaching and mentoring capabilities with a demonstrated ability to improve individual and team performance.
• Deep understanding of consultative, value-based sales methodologies and enterprise buying processes.
• Ability to balance strategic planning with hands-on execution in key opportunities.
• Experience managing sales pipelines, forecasting, and performance metrics within CRM platforms.
• Skilled in recruiting, onboarding, and developing top-performing sales talent.
• Strong business acumen with the ability to connect customer challenges to measurable business outcomes.
• Excellent communication, presentation, negotiation, and stakeholder management skills.
• Resilient, adaptable, and comfortable leading teams through change and ambiguity.
• Demonstrated ability to make data-driven decisions and hold teams accountable for results.
• Smart: Able to quickly understand complex systems, connect ideas, and make sound judgments.
• Curious: Actively seeks to understand customer problems, emerging technologies, and better ways of working.
• Coachable: Open to feedback, willing to adapt, and continuously improving through learning.
• 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.

Responsibilities

• Build and Lead a High-Performing Enterprise Sales Team: Develop and retain a team of 5–6 Enterprise Sales Representatives that consistently achieves or exceeds quota attainment, pipeline generation, and activity targets.
• Deliver Sustainable Revenue Growth: Achieve and exceed regional new business revenue targets through disciplined pipeline management, effective forecasting, and strong execution across the sales cycle.
• Improve Sales Effectiveness Through Coaching: Implement a structured coaching cadence including regular 1:1s, deal reviews, and development plans that measurably improve win rates, sales productivity, and rep performance.
• Strengthen Forecast Accuracy and Pipeline Discipline: Establish consistent CRM usage and data-driven sales management practices that improve forecast reliability and pipeline quality across the region.
• Model Consultative Selling Excellence: Partner with representatives on strategic opportunities, helping teams uncover business challenges, quantify value, and align Descartes solutions to customer outcomes.
• Recruit and Develop Top Talent: Build a strong talent pipeline, attract high-caliber sales professionals, and develop future leaders who embody Descartes’ values and sales methodology.
• Foster a Culture of Accountability and Continuous Improvement: Create a high-performance environment where individuals take ownership of results, embrace feedback, celebrate success, and continuously raise the bar.

Benefits

• Competitive compensation program that rewards performance and results.
• Great benefits
• Remote and flexible work hours
• Opportunity to join a company on an awesome mission with a great existing team and trajectory.

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Education Level: No Education Listed