Commercial Account Executive

Location: 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. Build Something Bigger at Descartes Descartes is growing fast, and we’re looking for a driven Commercial Account Executive to help expand our Transportation Management (TMS) business across the SMB and mid-market space. This is not a “wait for inbound leads” sales role. We’re looking for someone who thrives on building pipeline, creating opportunities from scratch, and outworking the competition. Someone who brings urgency, energy, grit, and a strong desire to win. If you know the supply chain/logistics world, love the hunt, and want the opportunity to build a meaningful book of business with uncapped earning potential, we want to talk to you. What You’ll Do • Build and grow pipeline through high-volume outbound prospecting, cold outreach, networking, and relentless follow-up • Own the full sales cycle from prospecting and discovery through demos, proposals, negotiation, and close • Develop relationships with operations leaders, logistics teams, and business decision-makers • Understand customer pain points and position Descartes solutions in a practical, value-driven way • Maintain a high level of activity, urgency, and pipeline discipline • Consistently work to exceed sales targets and performance goals • Partner closely with sales leadership, solutions engineering, marketing, and customer success teams to win business and drive customer outcomes • Keep CRM activity, forecasting, and pipeline management organized and accurate Who You Are • Competitive, self-motivated, and hungry to succeed • Energized by prospecting, outbound activity, and building pipeline from zero • Comfortable hearing “no” and staying persistent • Coachable, resilient, and driven to continuously improve • Motivated by ownership, growth, and earning potential • Naturally curious and able to quickly understand operational workflows and customer challenges • High-energy with a strong work ethic and accountability mindset • Someone with something to prove What You Bring • Experience in a hunting-focused sales environment • Background in SaaS, logistics, transportation, supply chain, freight, or operational technology preferred • Strong outbound prospecting and pipeline generation skills • Experience managing opportunities through a full sales cycle • Ability to communicate confidently with operational and business stakeholders • Strong communication, presentation, and follow-up skills • Experience working in fast-paced, performance-driven environments Why This Role • Opportunity to build and grow within a rapidly expanding business • Strong earning potential with uncapped commission • High visibility and direct impact on company growth • Supportive leadership with coaching and development opportunities • Fully remote flexibility within the U.S. • Work alongside a team that values accountability, urgency, transparency, and results Salary Range: $75,000 to $80,000 USD. Compensation information provided is a good faith estimate for this position only. Factors that may be used to determine your actual salary may include your specific skills as well as the years of experience you have. Similar positions located in different geographic regions will not necessarily receive the same compensation. #LI-Remote 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. 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. 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. 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/Affirmative Action 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 Veteran status, or any other characteristic protected by federal, state, or local law. For more information about our commitment to equal employment opportunity, please review our EEO is the Law , Pay Transparency Nondiscrimination Statement , EEO/AA Statement . Descartes participates in the E-Verify program. Please click below to learn more about the E-Verify program. Notice of E-Verify Participation Right to Work (English and Spanish) . 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]. Provide your name and contact information along with the accommodation needed to assist you with the application process. Your request will be responded to as soon as possible. Reasonable accommodations will be determined on a case-by-case basis. Job Segment: Compliance, Account Executive, CRM, Engineer, Legal, Sales, Technology, Engineering