Account Executive

About the role

As an Account Executive at Descartes, your mission is to win new business by helping small to mid-size organizations transform their supply chain and logistics operations through technology. This is a true hunter role for someone who enjoys opening new doors, navigating complex buying groups, and leading consultative sales conversations that deliver measurable business value. You'll build trusted relationships with senior decision-makers and consistently drive new customer growth.

Responsibilities

• Consistently achieve or exceed new business quota by acquiring new customers.
• Build and maintain a qualified pipeline that supports predictable revenue and accurate forecasting.
• Successfully lead complex software sales cycles averaging 2-6 months, engaging Directors, Vice Presidents, and C-level stakeholders.
• Conduct consultative discovery that uncovers business challenges, quantifies value, and aligns Descartes solutions to customer outcomes.
• Develop account strategies that build consensus across business, operational, financial, and technical stakeholders.
• Partner effectively with Solution Consultants, Customer Success, Marketing, Alliances, and Sales Leadership to deliver an exceptional buying experience.
• Continuously improve through coaching while contributing to a collaborative, high-performing sales team.

Requirements

• 3+ years of quota-carrying B2B SaaS or enterprise software sales experience.
• Proven success acquiring new logo business in small to mid-size accounts.
• Experience selling complex software solutions with average sales cycles 1-6 months.
• Demonstrated success selling solutions with annual contract values typically ranging from $50K to $250K.
• Experience engaging multiple stakeholders, including Directors, Vice Presidents, and executive decision-makers.
• Strong consultative sales approach focused on understanding business challenges before recommending solutions.
• Consistent history of meeting or exceeding quota.

Qualifications

• Experience in selling Supply Chain, Logistics, Transportation, Warehouse Management, Trade Compliance, or adjacent enterprise software solutions.
• Knowledge of supply chain operations and logistics business processes.
• Experience using structured sales methodologies (Sandler, Challenger, Command of the Message, or similar).

Skills