Business Development Representative

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. 

Mission

As a Business Development Representative (BDR), your mission is to create qualified pipeline opportunities that fuel Descartes’ rapid growth. You will serve as the first point of connection between prospective customers and our organization—identifying business challenges, building trust, and helping prospects understand how our solutions can solve meaningful operational problems. Your work will directly contribute to revenue growth, market expansion, and long-term customer success.

Outcomes

Consistently achieve or exceed monthly and quarterly pipeline generation targets through inbound qualification and outbound prospecting activities.

1. Drive attendance and engagement for company events, webinars, and campaigns by proactively identifying and nurturing target prospects.
2. Build and maintain a healthy outbound pipeline through strategic cold calling, email outreach, networking, and multi-channel prospecting efforts.
3. Qualify inbound leads efficiently and accurately, ensuring high-value opportunities are advanced to the sales team with clear customer context and next steps.
4. Develop trusted relationships with prospective customers by understanding their operational pain points and communicating relevant business value.
5. Maintain accurate CRM data and activity tracking to support forecasting, reporting, and sales process visibility.
6. Continuously improve outreach effectiveness by analyzing campaign performance metrics, testing new approaches, and adapting based on results.
7. Contribute to a collaborative, high-performance remote sales culture through accountability, curiosity, and continuous learning.

Skills & Competencies

Sales & Business Development Skills

• Proven success in lead generation, business development, or sales with a track record of meeting or exceeding quotas.
• Experience using outbound prospecting techniques including cold calls, email campaigns, social outreach, and networking.
• Ability to identify customer pain points and communicate business value effectively.
• Strong objection-handling and relationship-building skills with decision-makers and influencers.
• Comfortable conducting high volumes of phone outreach and engaging prospects confidently.

Technical & Analytical Skills

• Experience using CRM platforms such as Salesforce or Microsoft Dynamics to manage customer interactions and pipeline activity.
• Proficiency with MS Excel and sales reporting tools to analyze outreach effectiveness and sales performance metrics.
• Ability to use data and insights to adjust prospecting strategies and improve conversion rates.

Professional Competencies

• Strong written and verbal communication skills with the ability to build trust quickly.
• Highly organized with strong follow-through and attention to detail.
• Self-motivated and comfortable working independently within a remote environment.
• Curious, coachable, and eager to continuously improve sales skills and market knowledge.
• Resilient and adaptable in a fast-paced, high-growth environment.

TEAM Values

• We value team members who communicate with transparency, sharing information openly and building trust across functions.
• You bring excellence and expertise to your craft, holding a high bar for quality while continuously improving your skills.
• You demonstrate accountability by owning outcomes, following through on commitments, and taking responsibility for results.
• You 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

Make a Visible Impact

Descartes doubled sales last year—and we plan to do it again. As part of our growing Business Development team, you will directly influence company growth by generating opportunities that shape our future pipeline and customer relationships. Your insights and prospect feedback will help inform our evolving solution strategy and market direction.

Career Growth & Development

You’ll collaborate with experienced sales and industry leaders known for delivering innovative solutions and exceptional customer experiences. As the company grows, you’ll have opportunities to advance into roles such as Account Executive, Sales Leadership, or other career paths across the organization.

Remote-First Flexibility

This is a fully remote opportunity open to candidates authorized to work in Australia or New Zealand. We are a global organization that operates primarily in English while supporting local language requirements where applicable.

Join a High-Performance Team

You’ll thrive in an environment that values initiative, learning, collaboration, and measurable results. If you are motivated by growth, energized by connecting with people, and excited to build a successful sales career, we encourage you to apply.

Location: This remote opportunity is open to applicants authorized to work in Australia or New Zealand.  We are a global organization using English as a primary language, job descriptions and communication available in the local languages where required. #LI-Remote.

Ready to take your sales career to the next level? Apply today!

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. 

We conduct a mix of in-person and virtual interviews. Virtual interviews are held via Microsoft Teams and are recorded and transcribed. We may utilize AI tools to support our hiring team in notetaking, summarization, and internal training. AI tools are not used in our recruitment process for decision-making purposes. Recordings, transcripts, and notes are used for recruitment, including improvement of our process, and record-keeping purposes. Should you have any questions or concerns about our process, please connect with our hiring team in advance of scheduled interviews. 

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