Sales Partnerships 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. Mission Build and scale a revenue-generating partnerships engine that drives qualified pipelines and closed-won business across North America. This role exists to turn the eCommerce ecosystem—platforms, agencies, carriers, and integrations—into a structured, repeatable growth channel that directly impacts bookings through Sellercloud and Finale. Outcomes 1. Pipeline Generation: Deliver 10–15 high-quality partner-sourced qualified opportunities per month. 2. Bookings Impact: Achieve 50%+ conversion rate on partner-sourced opportunities to closed-won revenue. 3. Partner Activation: Build and activate a portfolio of high-performing partners aligned to ICP across integrations, agencies, platforms, and carriers. 4. Co-Sell Execution: Establish a repeatable co-selling motion with Sales, progressing partner deals to close within ≤30 days. 5. Ramp to Productivity: Reach full productivity within 4 months across ICP, product suite, and GTM execution. 6. Market Presence: Execute partner-led events and campaigns that consistently generate measurable, qualified pipeline. 7. Pipeline Discipline: Maintain accurate tracking of sourced pipeline, conversion rates, and revenue contribution tied to partner activity. Skills & Competencies • Revenue-Focused Partnerships: Demonstrated ability to generate pipeline and influence closed-won revenue through partner channels. • Commercial Acumen: Understands ICP overlap, partner incentives, and how to structure mutually beneficial GTM motions (referral, co-sell, reseller, rev-share). • Discovery Excellence: Skilled at uncovering real customer problems and aligning partner + product value to business outcomes. • Product Fluency: Ability to quickly learn and confidently position eCommerce solutions (Sellercloud, Finale) within partner ecosystems. • Execution Discipline: Operates with rigor around activity, pipeline quality, conversion metrics, and follow-through. • Cross-Functional Collaboration: Works effectively with Sales, Marketing, and Product to align messaging, enable partners, and close deals. • Ecosystem Navigation: Experience or strong learning agility within eCommerce (platforms, ERPs, agencies, logistics, marketplaces). • Event-Driven GTM: Ability to plan and execute partner-led events that generate tangible pipeline outcomes. • Entrepreneurial Ownership: Comfortable building and scaling a partner motion in a high-growth, performance-driven environment. • Coachability & Growth Mindset: Actively seeks feedback and continuously improves execution. 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 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. Aptitudes • Smart: Able to quickly understand complex systems, connect ideas, and make sound judgments. • Curious: Actively seeks to understand customer problems, emerging technologies, and better ways of working. • Coachable: Open to feedback, willing to adapt, and continuously improving through learning. What’s in It for You: This role offers the opportunity to directly influence revenue growth by building a high-impact partnerships channel from the ground up. You’ll gain exposure to senior leadership and play a visible role in shaping go-to-market strategy across North America. As the partnerships motion scales, so will your scope—expanding into broader ecosystem ownership, strategic alliances, and larger deal influence. You’ll operate in a fast-paced, collaborative environment with strong alignment across Sales, Marketing, and Product, while maintaining autonomy to build and execute your partner strategy. With access to a robust eCommerce product suite and a growing market presence, you’ll have the tools and support needed to drive meaningful, measurable impact. Salary Range: $60,000 to $80,000 USD plus sales variable Commission. 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. Location: This is a remote opportunity, open to applicants authorized to work in the United States. We are a global organization using English as a primary language, job descriptions and communication available in the local languages where required. #remote #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, Sales Management, Legal, Sales