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Title:  Director Business Development


Cleveland, OH, US, 44131

About Descartes: 

Descartes (TSX:DSG) (Nasdaq:DSGX) is the global leader in providing on-demand, software-as-a-service solutions focused on improving the productivity, performance and security of logistics-intensive businesses. Descartes has over 147,000 parties using its cloud based services. Customers use our modular, software-as-a-service solutions to route, schedule, track and measure delivery resources; plan, allocate and execute shipments; rate, audit and pay transportation invoices; file customs and security documents for imports and exports; and complete numerous other logistics processes by participating in the world's largest, collaborative multimodal logistics community. Our headquarters are in Waterloo, Ontario, Canada and we have offices and partners around the world. Learn more at

Business Development Team Leader

Leading and managing the team who achieve our BD objectives

•    Our success as a firm depends on our ability to win the best clients.
•    As our Business Development Team Leader, you will be accountable for achieving results in the pivotal area of Business Development (BD).
•    You will coach and support your colleagues who make up your BD team.
•    You will equip and inspire your colleagues to co-create the greatest value with our clients.
•    You will ensure that your team records all significant information within our CRM system, enabling real-time reporting of performance against expectations.
•    One of your principal responsibilities is to establish and maintain or exceed performance as measured by the BD team leaders plan


Position Summary
•    Planning and executing processes and activity about individual BD targets within a credible overall business development plan.
•    Coaching everybody who owns these targets to develop and implement action plans that make the best use of their time and inspires the confidence that must underpin effectiveness.
•    Mentoring team members to continued improvement of the components of their work and activity plans.
•    Holding people accountable to achieve these agreed BD results and to learn from experience.
•    Maintaining and continually improving our CRM system and processes so that we have the necessary records, reporting and forecasts.
•    Reporting performance to our Sales Leadership Team


•    As Business Development Team Leader, you have direct reports.
•    Some of your team will develop into more senior sales roles within our company.
•    You will need to recruit for new and future top performers
•    You will be responsible for BD for a growing number of products.
•    You will have a continuing challenge to ensure that a consistent and measurable process is followed- and over time continue to refine and improve the processes in a data-driven manner


  • At least 3 years experience within Business Developement team
  • At least 1 year experience managing or leading Business Developement team. Preferrably within the computer software industry. 
  • Experience with reporting and reaching quotas
  • Experience with lead generation, business qualification, and lead hand off. 


KPIs & Performance Reporting

  • New Business Wins. – Value of new business won during the period initiated by the BD team.
  • Attainment of sales qualified leads developed in the period.
  • Forecast Accuracy – Accuracy of actual attainment to forecasted BD production
  • Dashboards and Board Reports – You will ensure that our CRM system provides reliable information, and you will brief the senior team to underpin effective BD strategy. 

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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