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

We're growing fast and invite you to join our fantastic team

Entrepreneurial & driven Business Development Representative, EMEA - on the path to becoming the next great sales executive

Do you have a growth mindset, and are you driven to leave your mark? Are you entrepreneurial and eager to enter the path in sales execution? You are a passionate, results-driven professional looking to fast-track your career to soon own the full sales cycle, from prospecting (where you will start) to closing. Do you see Global Trade and Supply Chain requirements as drivers for the growing global economy?

Then come and start building your legacy with us

The Role — What You'll Do

As a BDR in the Global Trade Intelligence (GTI) pillar, you will be instrumental in driving pipeline growth by identifying and qualifying organisations that can benefit from our SaaS solutions. You'll help bridge the gap between potential clients' challenges and our cutting-edge offerings — setting the stage for lasting partnerships.

As part of the role, you are responsible for:

• Prospecting & Lead Generation: Research and identify target accounts within the GTI segment using LinkedIn, CRM, and industry databases.
• Outbound Engagement: Initiate outreach to potential customers via phone, email, and social platforms with compelling and relevant messaging.
• Qualification: Conduct discovery calls to understand customer needs, pain points, and infrastructure challenges; qualify leads based on our criteria and hand them off to Account Executives.
• Collaboration: Partner closely with Sales, Marketing, and GTI Solution Architects to align outreach strategies; share customer insights and market trends to shape our GTI offerings.
• Pipeline Management: Maintain accurate CRM records; track and report key KPIs, including meetings booked, opportunities created, and conversion rates.

What We're Looking For & What You Bring

We seek an applicant who embodies these traits:

• You bring energy, skill, and a consultative, customer-first approach to your engagements and have a high level of curiosity to understand in depth customer & prospect requirements
• Strong communication and interpersonal skills.
• You have the ability to learn technical solutions quickly and articulate them in clear, non-technical language with a focus on demonstrating how Descartes' solutions drive operational efficiency and bottom-line results.
• Proficiency with CRM tools and prospecting platforms.
• High proficiency in the English language (C1 or native) is a must. Additionally, European languages are a great asset.
• Prior experience in outbound sales or lead generation, and/or the logistics/supply chain sector, is preferred but not strictly required.

Key Attributes

Above all, we value aptitude over background. If you're someone who demonstrates:

• Smarts – you understand complexity quickly,
• Curiosity – you love exploring new technologies and market needs,
• Coachability – you're open to feedback and continuous improvement,
• Work ethic – you thrive in fast-paced, target-driven environments,
• Track record – whether from prior sales, outreach, or other roles, you deliver results,
• Responsibility – you take ownership of your territory and your goals,
• Honesty – you communicate transparently with teammates and prospects —
  you'll fit right in.

What's in it for you

• Competitive salary EUR) + uncapped performance-based incentives. Compensation details represent a good-faith estimate. Final offers may vary based on skills, experience, and location.
• Training and certification opportunities in GTI and the trade compliance domain.
• Clear career growth path within a global organisation.
• The chance to work with globally recognised, market-leading solutions. 
• A high degree of personal responsibility and the ability to directly influence results.
• A collaborative and inclusive culture that values learning, honesty, and shared success.

Location: Home office in Germany, the Netherlands or Belgium. Must have a residence and work permit in either of these countries.

Ready to make a difference in the logistics and supply chain industry?

Apply today and take the next step in your career with Descartes

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:   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