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Title:  Account Executive



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 22,000 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 
We’re growing fast and invite you to join our amazing team. 


We are looking for enthusiastic, self-motivated individuals with strong business acumen and natural sales ability to join our direct sales team. To be successful in this role, you must have strong interpersonal and telephone skills, be able to multi-task, and thrive in a fast paced environment. As an Account Executive, you will be responsible for the full sales life cycle. If you have proven experience prospecting and exceeding quota—we want you!

•    Prospect, consult and sell OzLink solutions and related services to new mid-market business customers.
•    Work with your prospects to learn their business, understand their business process and how our OzLink solutions can best address their issues.
•    Engage with prospective customers via phone and online meetings to explain how OzLink meets their needs.
•    Educate and co-sell with strategic ecosystem partners.
•    Develop a strategic territory plan to sign new customers and hit your monthly, quarterly and annual revenue targets. You must be comfortable having 10-20 meaningful conversations per day, plus proactive outbound calling.
•    Quarterback team selling environment — leverage available resources including solution consulting, professional services, marketing, industry experts and management to get the job done and secure the sale.
•    Manage high volume of open opportunities in an organized way.

•    Hunter mentality with demonstrated success sourcing leads, qualifying opportunities and closing deals.
•    Tenacious and extremely results driven. You want to be at the top of the leaderboard and hate losing. We are looking for quota killers, not quota achievers
•    Experience selling to Mid-Market sized accounts with ERP, WMS, or other business applications.
•    Demonstrated aptitude in acquiring/applying industry expertise successfully in sales cycles.
•    Track record of achievements and accomplishments (e.g., college, extra-curriculars, jobs and promotions) that demonstrate your strong judgment, sound decision-making and desire to succeed.
•    Very strong communication and presentation skills. You know how to communicate what matters, and ask the right questions.
•    You are passionate about creating value for your customers, turning them into happy and reference-able clients.
•    Minimum of one year experience selling software.
•    College degree.


This position is located in our Westborough, MA office, open to Canadian and US Citizens and Permanent Residents


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:  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 argument 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. 


Due to COVID-19, we've implemented a virtual hiring process and continue to interview candidates by phone or video (Microsoft TEAMS) and are on-boarding new hires remotely. We value the safety of each member of our community because we know we're all in this together. 


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 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: Consulting, ERP, Cloud, Account Executive, Technology, Sales