Business Development Representative

About Descartes Systems Group

Descartes Systems Group specializes in integrating people and technology to enhance global supply chains and logistics, supporting the movement of goods, information, assets, and personnel efficiently and securely. With over 26,000 customers worldwide, Descartes offers cloud-based solutions that improve inventory and information flow, bolster productivity, and help businesses navigate changing regulations and market conditions. The company is publicly traded, headquartered in Waterloo, Ontario, Canada, and operates globally with a strong focus on innovation and stability.

Role Objective

The Business Development Representative (BDR) plays a critical role in generating qualified sales opportunities that contribute to Descartes' rapid expansion. Acting as the initial point of contact for prospective clients, the BDR identifies operational challenges, builds trust, and communicates how Descartes’ offerings can resolve key business issues, directly impacting revenue, market growth, and customer retention.

Key Responsibilities

• Consistently meet or surpass monthly and quarterly goals for pipeline generation via inbound qualification and outbound prospecting.
• Enhance event, webinar, and campaign participation by proactively identifying and nurturing potential clients.
• Create and sustain a robust outbound pipeline through cold calling, email outreach, networking, and multi-channel prospecting campaigns.
• Efficiently qualify inbound leads and escalate high-quality prospects to sales with comprehensive client insights and recommended next steps.
• Establish and nurture trusted relationships by understanding customer pain points and conveying relevant value propositions.
• Keep CRM data and activity records accurate to support forecasting and reporting.
• Analyze outreach campaigns to refine strategies, test new methods, and improve results.
• Promote a collaborative remote sales culture through accountability, curiosity, and continuous professional development.

Required Skills and Competencies

• Demonstrated traction in lead generation, sales, or business development with a history of meeting or beating quotas.
• Experienced in outbound prospecting techniques such as cold calls, email marketing, social media engagement, and networking.
• Ability to recognize client challenges and effectively articulate business value.
• Strong skills in handling sales objections and building relationships with decision-makers and influencers.
• Comfortable managing high-volume telephone outreach and engaging prospects confidently.
• Proficient with CRM platforms like Salesforce or Microsoft Dynamics to oversee customer interactions and pipelines.
• Skilled in MS Excel and sales analytics to evaluate campaign and sales effectiveness.
• Capable of using data insights to optimize prospecting approaches and raise conversion rates.
• Excellent communication skills, both written and verbal, fostering quick trust-building.
• Highly organized, detail-oriented, and possesses strong follow-through.
• Self-driven and effective in independent remote work settings.
• Eager to learn, coachable, and adaptable in a dynamic, growth-oriented environment.

Company Culture and Values

• Emphasis on transparent communication and trust-building across teams.
• Commitment to excellence, continuous skill development, and high-quality outcomes.
• Accountability for results and ownership of individual and team commitments.
• Data-informed decision-making and a focus on measurable impact.

Personal Aptitudes

• Quick to comprehend complex systems and make informed decisions.
• Curious about customer challenges, emerging technologies, and process improvements.
• Open and responsive to feedback, continuously seeking self-improvement.

Benefits and Opportunities

• Make a tangible impact as part of a fast-growing company doubling sales year over year.
• Work with seasoned sales and industry leaders, with paths to career advancement including Account Executive and leadership roles.
• Enjoy full remote work flexibility for candidates authorized in Australia or New Zealand.
• Join a high-performance, collaborative team focused on initiative, learning, and results.
• Competitive remuneration and benefits along with a commitment to environmental sustainability.

Additional Information

This fully remote position requires authorization to work in Australia or New Zealand. The recruitment process may involve both virtual and in-person interviews. Virtual interviews are conducted via Microsoft Teams and recorded for training and record-keeping purposes; AI tools assist only in note-taking and summarization, not decision-making. Descartes is an Equal Employment Opportunity employer, prohibiting discrimination on any protected characteristics according to relevant laws. The company highly values its code of conduct and ethical business practices.