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

The Descartes•Waterloo, ON

42d•$130,000 - $140,000•Remote

About The Position

Descartes is seeking a Vice President of Sales for North America to lead and scale elite enterprise sales organizations. This newly created role is designed to drive ambitious growth in the Logistics Service Providers (LSP) business across North America. The VP of Sales will lead the Broker/Forwarder Enterprise Systems team and the LSP Strategic Account team, shaping the go-to-market execution, sales culture, and revenue strategy. The company is a global leader in logistics and supply chain technology, providing cloud-based solutions to over 26,000 customers worldwide. Descartes is publicly traded and has a strong history of financial performance and innovation investment.

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.

Nice To Haves

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.).

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 solutions as the standard for logistics transformation.