[Hiring] Enterprise Account Executive @The Descartes

Role Description

The Account Executive will be responsible for winning new enterprise customers and contributing directly to Descartes’ continued growth.

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

• 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 clear 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.

Qualifications

• 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.

Requirements

• 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 accountability by owning outcomes, following through on commitments, and taking responsibility for results.
• You are driven by metrics, using data and experimentation to inform decisions and deliver measurable impact.

Benefits

• Meaningful impact: Your results will have a direct impact on new business growth, and the customer and market insights you bring back to the organization can help shape how our solutions evolve.
• Ownership and visibility: You will own enterprise opportunities from prospecting and qualification through negotiation and close, with visibility to sales leadership and opportunities to collaborate across the business.
• Growth opportunities: As Descartes grows, you will have opportunities to deepen your enterprise sales expertise, expand your scope, and take on increasingly complex and strategic opportunities.
• Collaborative, high-energy environment: You will join a growing remote sales team where you will have autonomy to manage your territory and opportunities while collaborating with colleagues and subject-matter experts to win business.
• Market-leading solutions: You will represent an established organization and bring Descartes’ logistics solutions to enterprise customers facing meaningful and complex business challenges.