VP Sales -Enterprise SaaS | Logistics Service Providers | Broker & Forwarder Systems

Leadership

Leadership at Descartes means coaching with intent, executing with precision, and scaling success through clarity and consistency. We’re looking for a Vice President of Sales who can build and lead elite enterprise sales organizations, someone who thrives on strategy, accountability, and impact.

Must-Have Requirements

• Executive sales leadership experience leading enterprise SaaS sales organizations (VP or Senior Director level).
• Deep domain expertise selling technology solutions to Logistics Service Providers (LSPs), including customs brokers, freight forwarders, and 3PLs.
• Proven success driving enterprise software sales within the Broker/Forwarder market across North America.
• Experience leading large, geographically distributed sales organizations (50+ people preferred).
• Demonstrated ability to consistently deliver 15–20%+ annual revenue growth.
• Strong background in enterprise account strategy, forecasting, pipeline management, and executive customer engagement.
• Strongly Preferred: Experience in transportation management, customs compliance, freight forwarding, or supply chain SaaS.
• Experience managing Strategic Account teams in addition to New Business sales.
• Experience collaborating closely with Product and Marketing on go-to-market strategy.
• Knowledge of the logistics technology ecosystem (Descartes, CargoWise, e2open, BluJay/Körber, SAP TM, Oracle Transportation Management, MercuryGate, etc.).

What You’ll Be Doing

Your mission: Lead, scale, and win — the right way.

• Lead, coach, and develop four direct reports and a broader organization of 60+ sellers and account managers
• Build and expand our LSP Strategic Account Management team — defining structure, process, and best practices
• Own the go-to-market and revenue strategy for North America Broker/Forwarder Enterprise Systems and LSP segments
• Deliver 15–20% annual revenue growth while maintaining a high-integrity, data-driven sales culture
• Collaborate with Marketing and Product teams to shape campaigns, feedback loops, and field-driven innovation
• Partner with the EVP of Sales and General Manager on forecasting, strategic planning, and execution
• Drive operational rigor through pipeline discipline, CRM optimization, and performance reporting
• Represent Descartes with major enterprise customers and industry leaders — positioning our solutions as the standard for logistics transformation

Why Descartes

• Join a global SaaS leader transforming logistics and supply chain performance
• Shape a new strategic growth pillar at the executive level with visibility across the business
• Work in a culture built on coaching, clarity, and continuous improvement
• Build your career in a company that prizes growth, accountability, and integrity over politics
• Enjoy competitive compensation, benefits, and flexibility that recognizes performance and potential

Compensation

Compensation Range: $130,000 – $140,000 USD Plus Bonus and eligible to participate in LTI.