Business Development Manager, Enterprise Sales

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. Learn more at www.descartes.com.

We’re growing fast and invite you to join our amazing team.

As a Sales Development Representative, you will be a key sales team member responsible for generating new business opportunities and building a pipeline of qualified leads. You will work closely with the sales and marketing teams to identify and engage with potential customers, with the ultimate goal of setting up meetings or demos for the sales team.

Responsibilities

• Create and find fully qualified sales opportunities for our team of dedicated Account Executives who will dig deeper into the customers’ business and requirements and demonstrate our solution(s)
• Educate prospects and customers on the value of Descartes Global Trade Intelligence solutions (GTI) and how we can help product sellers scale their businesses.
• Work towards individual and monthly KPIs and targets to help sales and marketing team goals in the GTI Division.
• Liaise closely with our Team of GTI marketing specialists to achieve a joint volume and value target of passed opportunity creation, working with the team to use e-content where applicable.
• Proactively calling and prospecting to good-fit leads, in addition to qualifying inbound marketing leads (SEO) and providing an appropriate level of information at the right time for interested prospects.
• Be responsible for educating and developing prospects, leading to a successful handover to our Team of Account Executives.
• Set appointments for the EMEA sales team and assign opportunities once a lead hits the qualified status.
• Nurture all marketing inquiries by educating and developing prospects until they are ready to engage with an Account Executive.
• Ensure successful follow-through of the sales cycle, maintaining accurate activity and leading quality information in our CRM.
• Collaborate daily with the sales team, working as a remote team.
• Document all activity in our CRM system & any additional associated tools we use in our sales enablement.
• Use our sales enablement technology to generate leads and create a qualified pipeline.
• Liaise with marketing to create ‘Account-focused growth.’ We are doubling down on our growth in our home markets (EMEA & APAC) and are proactively aggressively targeting growth in new regions; you will work with our teams to create good-fit account lists and send prospecting sequences over a defined period to “warm” up potential good-fit leads.
• Provide feedback to the marketing team on the effectiveness of marketing materials and campaigns.
• Invest in yourself to become a GTI expert.
• Grow our partner referral network.
• Build your own personal brand within the GTI world.
  
  

Knowledge And Skills

• Proven experience as a Sales Development Representative or similar role in a B2B environment
• Excellent communication skills, both written and verbal.
• Strong interpersonal skills with the ability to build rapport and establish relationships.
• Self-motivated and target-driven, with the ability to work independently and meet goals.
• Good organisational and time management skills to handle multiple tasks and prioritise effectively.
• Familiarity with CRM software and sales tools
• Knowledge of sales techniques and lead-generation strategies
• A proactive and persistent approach to prospecting and follow-ups
• You are proficient in English. Knowledge of other languages is an asset.
  
  

Join Us

As we scale, we’re looking for new doers, collaborators and innovators to join Descartes in uniting the people and technology that move the world as the Global Leader in Logistics and Supply Chain Technology. We’re entrepreneurial, hardworking, geeky-in-a-good way problem solvers. Guided by our values, we nurture a TEAM focused culture that invests in people and creates opportunities for advancement across a broad spectrum of career paths. We prioritize work-life balance and foster an environment with the space to take ownership, to be heard, and to carve a path for your individual accomplishments to help drive our success. At Descartes, everyone has a voice and the best idea wins, regardless of who makes it. We offer competitive compensation, great benefits, remote and flexible work hours, and the opportunity to join a company on an awesome mission with a great existing team and trajectory.

Descartes also has a deep sense of environmental responsibility. Learn more about how we helped our customers save over 552,000 metric tons of CO2 in 2020 by reducing fuel and paper consumption: https://www.descartes.com/who-we-are/social-responsibility-sustainability/environmental-impact .  Join a team that’s committed to working with customers to conserve resources and enhance sustainability.

If you feel you have 70% of the qualifications we are looking for, and Descartes sounds like the team and the mission you want to be part of, apply now. We can't promise it will be a fit, but we do promise to consider your experience.

Through COVID-19, we implemented a virtual hiring process and continue to interview and onboard candidates by video using Microsoft TEAMS. We record interviews and use them strictly for quality assurance, training and general record keeping purposes. Should you have any questions about this process, please connect with our hiring team in advance of scheduled interviews. We value the safety of each member of our community because we know we're all in this together.

We are an Equal Employment 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 status, or any other characteristic protected by federal, provincial, or local law. For more information about our commitment to equal employment opportunity, please review our Code of Business Conduct and Ethics at Descartes.com .