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.
The sales team
Our Sales Team helps our company grow by matching our services to suitable companies. We do this because we love the thrill of a new lead and coming up with a creative way to get the attention of our customers. We invest in our own education to enable us to be trusted logistics advisers to our prospective partners and clients.
We do this by providing buyers with a professional, well-designed sales experience that aligns our product to their problems and goals. Using a proven methodology, we are able to deliver industry-leading solutions supporting scaling businesses and blue-chip brands alike. Growing our new logo portfolio, in a sustainable, profitable manner is at the heart of what we do. We engage with partners and prospects to generate demand, and we invest time in the right organisations that match the criteria we’ve defined for our technology.
We work with a sales cycle typically between 3 to 9 months and customer demands are increasing by the day as organisations are looking at ways to deliver goods in the most cost-efficient way. At the same time they aim to provide a delivery experience that is second to none in their respective sectors, all at the same time as being respective of their carbon footprint.
Our Transportation Managment divisions’ go-to-market strategy is providing superior value to an “ideal client profile”(ICP). We are confident and aligned in our ideal client profile to invest our time in enabling a pinpoint focus to start a conversation directly with the brands we’d love to partner with. We do this through outbound videos, industry-leading events, messages, and direct mail.
We need a dedicated resource to keep the flywheel turning and give our prospects the attention they deserve. Our ecosystem is awesome and filled with positive and talented people, it’s a great place to be selling and growing professionally.
The ideal candidate is eager to proactively engage with prospects understand how to generate demand and help the team to close new business.
The Role & Responsibilities
- Create and find fully qualified sales opportunities for our team of dedicated Account Executives who will dig deeper into the customers’ business, and requirements and demonstrate our solution(s)
- Educate both prospects on the value of Descartes Transportation Management (TM) solutions and how we can help improve their operational efficiency.
- Working to (over) achieve targets to help sales reach the goals for the TM Division
- Liaise closely with our Team of marketing specialists to achieve a joint volume and value target of passed opportunity creation, working with the team to use e-content where applicable
- Proactively calling and prospecting to good-fit leads, in addition to qualifying inbound marketing leads (SEO) and providing an appropriate level of information at the right time for interested prospects
- Be responsible for educating and developing prospects, leading to a successful handover to our sales team (consisting of account executives)
- Set appointments for the EMEA sales team and assign opportunities once a lead hits the qualified status
- Nurture all marketing inquiries by educating and developing prospects until they are ready to engage with an Account Executive
- Ensure successful follow-through of the sales cycle maintaining accurate activity and lead quality information in our CRM
- Daily collaboration with the sales team working as part of a team
- Document all activity in our CRM system & any additional associated tools we use in sales
- Use our sales enablement technology to generate leads and create a qualified pipeline
- Invest in yourself to become a Transportation Management (TM) expert
- Build your own personal brand within the TM ecosystem
Knowledge And Skills
- Curiosity to grow personal market and sector knowledge through external materials
- Socially outgoing and positive to be around adding to our culture
- Technically minded and embracing any technical knowledge that is shared from colleagues and clients respectively.
- Have a passion for progressing into a Junior Account Executive role within a fast-growing team
- Consultative sales process and approach, and excellent follow-up and follow-through
- Ability to communicate effectively with clients and prospects, at all levels with varying degrees of technical expertise
- Highly focused, with excellent attention to detail, and a great manager of your own time, in a fast-paced environment
- Communicate and collaborate both internally and externally
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. 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.
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.
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. We can’t promise it will be a fit, but 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 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 status, or any other characteristic protected by federal, provincial, or local law. For more information about our commitment to equal employment opportunity, please review our Code of Business Conduct and Ethics at Descartes.com.
