Descartes Systems Group
Account Executive
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Account Executive
Senior Sales Executive - Logistics Service Providers (LSP)
About Descartes
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.
Mission — Why This Role Exists
Drive new revenue growth in the UK by winning high-value logistics service provider customers and delivering measurable operational impact through Descartes’ LSP solutions. This role exists to scale a disciplined, repeatable sales motion within a defined ICP of freight forwarders and 3PLs, turning complex customer challenges into clear business value and long-term partnerships.
Outcomes — What Success Looks Like (Year 1)
- Deliver £600k in net new ARR through consistent new logo acquisition within the defined ICP.
- Build and maintain 3x qualified pipeline coverage each quarter via disciplined outbound prospecting and partner-sourced opportunities.
- Achieve a 50%+ win rate on qualified opportunities while maintaining a structured ~40-day sales cycle that balances speed and deal quality.
- Reach full productivity within 4 months, successfully completing onboarding and consistently executing the sales playbook.
- Produce accurate and reliable forecasts through rigorous pipeline hygiene and deal qualification discipline.
- Generate repeatable customer success stories and references, demonstrating measurable business value delivered to clients.
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Skills & Competencies — How The Work Gets Done
Sales Expertise & Execution
- Proven ability to own the full sales cycle: prospecting, discovery, solution design, negotiation, and close
- Experience selling complex, multi-stakeholder SaaS solutions (logistics or supply chain experience is a strong advantage)
- Strong command of value-based selling methodologies (e.g., Customer Centric Selling)
- Disciplined outbound prospecting habits and pipeline generation
Commercial & Analytical Rigour
- High accuracy in forecasting is supported by strong pipeline management practices
- Data-driven approach to sales execution, conversion rates, and deal progression
- Ability to balance speed (sales cycle velocity) with deal quality
Behavioural Competencies (Aligned to TEAM Values)
- Transparency: Communicates clearly and honestly with customers and internal stakeholders, ensuring alignment and trust
- Excellence & Expertise: Continuously develops product, industry, and sales mastery to deliver high-quality engagements
- Accountability: Takes ownership of territory performance, quota attainment, and commitments
- Metric-Driven Results: Uses data to guide decisions, improve conversion rates, and optimise performance
Ways of Working
- Highly coachable; actively applies feedback to improve live deals
- Curious and solutions-oriented, with a strong interest in solving real operational problems for customers
- Collaborative team player who partners effectively across sales, marketing, solution consulting, and partners
- Entrepreneurial mindset with a strong sense of ownership over territory growth
What’s In It For You
- High-impact role with clear ownership: You will own a defined UK territory and directly influence regional growth in a large, underpenetrated market
- Proven playbook and structured onboarding: A pressure-tested enablement program designed to get you productive quickly and set you up for repeatable success
- Career growth and expanded scope: Opportunity to grow with a scaling global business unit and take on larger deals, broader territories, or leadership responsibilities over time
- Meaningful customer impact: Work with leading logistics organisations to solve real operational challenges and deliver measurable business outcomes
- Collaborative, high-performance environment: Join a team that values coaching, accountability, and shared success
- Autonomy with support: Operate independently in your territory while leveraging strong cross-functional support and a global ecosystem of partners
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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.
We conduct a mix of in-person and virtual interviews. Virtual interviews are held via Microsoft Teams and are recorded and transcribed. We may utilize AI tools to support our hiring team in notetaking, summarization, and internal training. AI tools are not used in our recruitment process for decision-making purposes. Recordings, transcripts, and notes are used for recruitment, including improvement of our process, and record-keeping purposes. Should you have any questions or concerns about our process, please connect with our hiring team in advance of scheduled interviews.
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.
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