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. Account Executive – Remote Reporting to theDirector of Sales, the Account Executive will be responsible for winning new enterprise customers and contributing directly to Descartes’ continued growth. Mission The mission of the Enterprise Account Executive is to accelerate new business growth by identifying, developing, and closing high-value enterprise opportunities for Descartes’ shipping solutions. You will build trusted relationships with prospects,



uncover meaningful business challenges, and connect those needs to solutions that deliver measurable value—expanding Descartes’ market presence and creating long-term customer relationships. Outcomes In this role, you will:
- Achieve or exceed annual new-business sales targets by building and converting a healthy pipeline of qualified enterprise opportunities.
- Develop a consistent pipeline of enterprise prospects through proactive prospecting, strategic account development, networking, and effective qualification.
- Progress and close complex sales opportunities by identifying customer pain points, business drivers, decision criteria, compelling events, and measurable reasons to buy.
- Build strong relationships with key stakeholders and decision-makers, positioning Descartes as a trusted partner capable of solving critical logistics challenges.
- Demonstrate explicit business value by connecting Descartes’ capabilities to customer priorities and articulating a compelling business case throughout the sales process.
- Maintain disciplined pipeline and forecast management, providing accurate, timely visibility into opportunities, risks, next steps, and expected results.
- Collaborate effectively across Descartes to bring the right expertise into opportunities and share customer and market insights that can inform our solutions and go-to-market strategy.



Skills & Competencies You are a consultative enterprise seller who combines commercial drive with curiosity, discipline, and a strong focus on customer value. You are comfortable creating opportunities, navigating complex buying processes, qualifying rigorously, and maintaining momentum through to close. You bring:
- A demonstrated track record of success in B2B SaaS or enterprise solution sales, including winning new business and closing complex opportunities.
- Strong prospecting and business-development skills, with the drive to create pipeline rather than relying solely on inbound opportunities.
- A consultative approach to selling, with the ability to uncover business challenges, ask insightful questions, and translate customer needs into measurable business value.
- Strong qualification skills and the confidence to identify where a genuine business case exists—and where it does not.
- The ability to build credibility and relationships with multiple stakeholders across an enterprise buying process.
- Strong negotiation, communication, presentation, and active-listening skills.
- Commercial judgment and the ability to manage a portfolio of opportunities while prioritizing the deals most likely to generate meaningful results.
- A disciplined, metric-driven approach to pipeline management, forecasting, and sales execution.
- The ability to collaborate effectively in a fast-moving, remote environment while taking ownership of your individual results. Culture Add: TEAM Values We value team members who communicate with transparency, sharing information openly and building trust across functions. You bring excellence and expertise to your craft, holding a high bar for quality while continuously improving your skills. You demonstrate accountabil

📌 Enterprise Account Executive-Transportation Management (London)
🏢 The Descartes Systems Group
📍 London