Sales Partnership Representative

About the Company

Descartes combines innovative technology, powerful trade intelligence, and a global network to help businesses efficiently and securely manage supply chains and logistics operations. With over 26,000 customers worldwide, Descartes provides cloud-based solutions that enhance productivity, ensure regulatory compliance, and adapt to rapidly changing market conditions. Publicly traded (Nasdaq: DSGX, TSX: DSG) and headquartered in Waterloo, Ontario, Canada, Descartes has delivered record financial performance for over 16 years and leads the industry in innovation investment.

About the Role

Build and scale a revenue-generating partnerships engine that drives qualified pipelines and closed-won business across North America. This role focuses on transforming the eCommerce ecosystem—platforms, agencies, carriers, and integrations—into a structured, repeatable growth channel that directly impacts bookings through Sellercloud and Finale.

Outcomes

• Deliver 10–15 high-quality partner-sourced qualified opportunities per month.
• Achieve 50%+ conversion rate on partner-sourced opportunities to closed-won revenue.
• Build and activate a portfolio of high-performing partners aligned to ICP across integrations, agencies, platforms, and carriers.
• Establish a repeatable co-selling motion with Sales, progressing partner deals to close within ≤30 days.
• Reach full productivity within 4 months across ICP, product suite, and GTM execution.
• Execute partner-led events and campaigns that consistently generate measurable, qualified pipeline.
• 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.
• Bring excellence and expertise to their craft, holding a high bar for quality while continuously improving skills.
• Demonstrate accountability by owning outcomes, following through on commitments, and taking responsibility for results.
• 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, your scope will expand 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.

Pay

Salary Range: $70,000 to $90,000 USD plus sales variable commission. Compensation information provided is a good faith estimate for this position only. Factors such as specific skills and years of experience may be used to determine your actual salary. Similar positions in different geographic regions may not receive the same compensation.

Schedule

This is a remote opportunity, open to applicants authorized to work in the United States.