Director, Sales-Global Trade

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 – Global Trade

Location: Remote – United States or Canada

Compensation: $125,000–$135,000 USD Base Salary + Variable Commission

Mission

At Descartes, we believe great sales organizations are built through coaching, accountability, and customer-focused leadership. As a Sales Director, Enterprise SaaS, your mission is to develop high-performing sales professionals who consistently create value for customers, accelerate new business growth, and build lasting competitive advantage across North America. You will serve as a player-coach, helping your team win complex enterprise opportunities while developing future sales leaders through intentional coaching, disciplined execution, and a culture of continuous improvement.

Outcomes

1. 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.

2. 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.

3. 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.

4. 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.

5. Model Consultative Selling Excellence

Partner with representatives on strategic opportunities, helping teams uncover business challenges, quantify value, and align Descartes solutions to customer outcomes.

6. 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.

7. 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.

Skills & Competencies

Leadership & Sales Excellence

• 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.

Culture Add: TEAM Values

We value team members who communicate with transparency, sha