Note: The job is a remote job and is open to candidates in USA. Descartes Systems Group is a leading company in logistics and supply chain technology. They are seeking a Vice President of Sales to lead and expand their enterprise sales organizations, focusing on driving growth in their Logistics Service Providers business across North America.
Responsibilities
- Lead, coach, and develop four direct reports and a broader organization of 60+ sellers and account managers
- Build and expand our 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
Skills
- 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
- 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.)
Benefits
- Plus Bonus and eligible to participate in LTI.
- Competitive compensation, benefits, and flexibility that recognizes performance and potential
- Remote and flexible work hours
- Virtual hiring process and continue to interview and onboard candidates by video using Microsoft TEAMS
- Reasonable accommodations will be determined on a case-by-case basis.
Company Overview