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 creative 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. With record financial performance for more than 16 years, we lead the industry in innovation investment. Build and scale a revenue-generating partnerships engine that drives qualified pipeline and closed-won business across North America.

This role will turn the eCommerce ecosystem including platforms, agencies, carriers, and integrations into a structured, repeatable growth channel for Sellercloud and Finale. 3+ years of B2B SaaS sales, channel sales, strategic partnerships, or ecosystem business development experience, including 3+ years directly owning revenue-generating partnerships. Proven track record generating qualified pipeline and closed-won revenue through partners not solely through direct outbound prospecting.

Experience managing partner-sourced opportunities with Account Executives throughout the full sales cycle, with measurable results in pipeline, conversion, revenue, and partner activation.

Experience within eCommerce software, ERP, inventory or order management, marketplaces, logistics, or a closely related ecosystem. This is not an entry-level business development role. Candidates must have experience managing the complete partnership lifecycle,



from partner identification and commercial negotiation through activation, co-selling, and revenue generation.

Pipeline Generation: Deliver 10–15 high-quality, partner-sourced qualified opportunities per month. ~Establish a repeatable co-selling motion with Sales, progressing partner opportunities to close within 30 days. ~Market Presence: Execute partner-led events and campaigns that generate measurable, qualified pipeline. ~Pipeline Discipline: Accurately track partner-sourced pipeline, conversion rates, and revenue contribution. Generates pipeline and closed-won revenue through partner channels.

Commercial Acumen: Understands ICP overlap, partner incentives, and referral, co-sell, reseller, and revenue-share models.

Discovery Excellence: Uncovers customer needs and connects partner and product value to business outcomes.

Execution Discipline: Operates with rigor around pipeline quality, conversion metrics, and follow-through. Partners effectively with Sales, Marketing, and Product to enable partners and close business. Event-Driven GTM: Plans and executes partner-led events that generate qualified pipeline.

Thrives while building a partner channel in a high-growth, performance-driven environment. You bring excellence and expertise to your craft, maintain a high standard for quality, and continuously improve. You are driven by metrics and use data and experimentation to deliver measurable impact.

Seeks to understand customer problems, emerging technologies, and better ways of working. You will directly influence revenue growth by building a high-impact partnerships channel from the ground up.



You will work closely with senior leadership and help shape go-to-market strategy across North America.

You will operate in a fast-paced, collaborative environment with strong alignment across Sales, Marketing, and Product, while maintaining autonomy to develop and execute your partner strategy. The salary range is $70,000–$90,000 USD plus variable sales commission. This is a remote opportunity open to applicants authorized to work in the United States.

We are a global organization that uses English as its primary business language, with job descriptions and communications available in local languages where required. #Remote 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. 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: Join a team that’s committed to working with customers to conserve resources and enhance sustainability.

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. 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 Veteran status, or any other characteristic protected by federal, state, or local law. Descartes is committed to working with and providing reasonable accommodations to job applicants with disabilities.

Applicants in North America with a disability who require a reasonable accommodation for any part of the application or hiring process can email us at [email protected] request will be responded to as soon as possible.

📌 Sales Representative (E-Commerce) - Remote (Ontario)
🏢 The Descartes Systems Group
📍 Ontario