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Title:  Business Development Representative


Cleveland, OH, US, 44131

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 a Business Development Representative to generate more leads for our sales team. Your role will be to find new leads by contacting and developing relationships with potential customers.  The solutions you will be finding leads for are MacroPoint Visibility for Shippers, Descartes TMS, and Dock Appointment Scheduling. MacroPoint is the leading solution in the market with the largest connected carrier platform in the industry and is integrated with Descartes TMS and Dock Appointment Scheduling. 

You will be supporting at least two Enterprise Account Executives, who will be focused on further penetration of the Shipper market. 

To be successful in this role, you should have previous experience developing leads from marketing or sales campaigns and meeting lead generation quotas. You will use your communication skills to cultivate interest in the solutions described above. 

Ultimately, you will help to boost sales and contribute to our long-term business growth. 



Generating qualified leads from marketing or sales campaigns  

Contact potential clients through cold calls and emails 

Present our company and the solutions to potential clients 

Identify client needs aligned with the solutions 

Proactively seek new business leads in the market 

Set up meetings or calls between (prospective) clients and the Enterprise Account Executives  

Report to the VP Sales on (weekly/monthly/quarterly) sales results 

Stay up to date with new products/services and new pricing/payment plans 


Requirements and skills 

Proven work experience as a Business Development Representative, Sales Representative, or similar role 

Hands-on experience with multiple sales techniques (including cold calls) 

Track record of achieving sales quotas for lead generation 

Experience with CRM software (e.g., Salesforce or Microsoft Dynamics) 

Familiarity with MS Excel (analyzing spreadsheets and charts) 

Understanding of sales performance metrics 

Excellent communication and negotiation skills 

Ability to deliver engaging presentations 

BSc degree in Marketing, Business Administration or relevant field or equivalent experience 


Location: This is a remote opportunity and open to applicants authorized to work in Canada or the United States.



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. 



Nearest Major Market: Cleveland

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