Role Description This role exists to ensure every inbound inquiry is captured, qualified, and routed with speed and precision, turning demand into a real pipeline. By acting as the connective tissue between Marketing and Sales, the Client Development Representative enables faster follow-up, better data quality, and more effective revenue generation. Outcomes — What Success Looks Like - Achieve <1 hour response time on all inbound inquiries, consistently meeting SLA targets within the first 6 months - Improve lead qualification accuracy to ensure 95%+ correct routing to appropriate sales resources within 12 months - Maintain high-quality CRM data integrity, with complete and accurate records across all assigned leads - Develop and standardise SOPs for inbound lead management, reducing processing variability and onboarding time - Support pipeline growth by enriching contact data and contributing to targeted campaign lists used by Sales and Marketing - Deliver actionable reporting and insights that inform campaign performance and lead conversion improvements - Enable cross-functional efficiency by reliably supporting ad hoc Marketing and Sales initiatives Skills & Competencies — How the Work Gets Done Role-Specific Skills - Strong CRM proficiency (Microsoft Dynamics preferred) with the ability to manage and maintain large datasets - Data analysis and reporting skills, with confidence in Excel and related tools - Lead qualification and routing expertise with attention to detail and consistency - Process documentation skills, including creation and maintenance of SOPs Core Behaviours & Ways of Working - Highly organised with the ability to manage multiple priorities in a fast-paced environment - Proactive mindset with a strong sense of urgency and ownership - Clear and professional communication skills (written and verbal) - Collaborative approach, working effectively across Sales, Marketing, and Product teams - Independent worker who reliably meets deadlines and delivers quality output Culture Add — TEAM Values - Transparency: Communicates clearly on lead status, challenges, and opportunities - Excellence & Expertise: Maintains high standards in data accuracy and process execution - Accountability: Takes ownership of inbound pipeline handling and follow-through - Metric-Driven Results: Uses data to prioritise, improve processes, and measure success What’s in It for the Candidate - Direct impact on revenue generation and visibility across Sales and Marketing leadership - Opportunity to build expertise in CRM systems, data operations, and demand generation - Exposure to cross-functional teams and the ability to expand scope into broader marketing or sales operations roles - A fast-paced, collaborative environment with high ownership and autonomy - Access to modern tools and systems, with opportunities to shape and improve processes as the company grows 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.