About The Position
Descartes is seeking a Vice President of Sales for North America to drive ambitious growth in its Logistics Service Providers (LSP) business. This newly created role will lead two high-impact teams: the Broker/Forwarder Enterprise Systems team and the LSP Strategic Account team. The VP of Sales will be responsible for shaping the go-to-market execution, sales culture, and revenue strategy for these segments. The ideal candidate is a strategic sales leader with a proven track record in scaling enterprise SaaS sales teams, delivering consistent revenue growth, and building high-performance teams. This role requires a balance of strategic vision and hands-on deal leadership, with a strong emphasis on data-driven decision-making and fostering an inclusive, high-accountability culture.
Requirements
- Proven record leading and scaling enterprise SaaS sales teams, ideally across multi-segment or complex markets.
- Deliver consistent revenue growth (15–20%+) through disciplined pipeline management and strategic account development.
- Excel at building and mentoring teams — recruiting, onboarding, and developing high-performance leaders.
- Balance big-picture strategy with hands-on deal leadership.
- Build alignment across marketing, product, and operations to create customer-centric solutions.
- Use data, forecasting, and metrics to drive decision-making.
- Foster an inclusive, high-accountability culture built on curiosity, collaboration, and trust.
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.
Benefits
- Competitive compensation
- Benefits
- Flexibility that recognizes performance and potential
- Remote and flexible work hours
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What This Job Offers
Job Type
Full-time
Career Level
Executive
Education Level
No Education Listed
