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

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 26,000 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.

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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. This is a newly created role designed to drive ambitious growth in our Logistics Service Providers (LSP) business across North America.

You’ll lead two high-impact teams the Broker/Forwarder Enterprise Systems team and the LSP Strategic Account team while shaping the future of our go-to-market execution, sales culture, and revenue strategy.

• 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.

• 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, Cargo Wise, e2open, Blu Jay/Körber, SAP TM, Oracle Transportation Management, Mercury Gate, etc.).

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…