Field Sales Engineer

Who we are

Samsara (NYSE: IOT) is the pioneer of the Connected Operations™ Cloud, which is a platform that enables organizations that depend on physical operations to harness Internet of Things (IoT) data to develop actionable insights and improve their operations. At Samsara, we are helping improve the safety, efficiency and sustainability of the physical operations that power our global economy. Representing more than 40% of global GDP, these industries are the infrastructure of our planet, including agriculture, construction, field services, transportation, and manufacturing — and we are excited to help digitally transform their operations at scale.

Working at Samsara means you’ll help define the future of physical operations and be on a team that’s shaping an exciting array of product solutions, including Video-Based Safety, Vehicle Telematics, Apps and Driver Workflows, and Equipment Monitoring. As part of a recently public company, you’ll have the autonomy and support to make an impact as we build for the long term.

As a Sales Engineer for Enterprise Select, you are the technical owner of our most strategic accounts and a powerful partner to the Sales team. You’ll take full accountability for the technical win, working hand-in-hand with Account Executives to lead customers toward success through expert storytelling, custom integrations, and hands-on problem-solving. Beyond closing deals, you act as a leader within the SE organization - owning strategic projects, testing alpha features, and building the scalable processes that help our entire team level up.

This is a high-impact, remote role that requires a proactive leadership mindset and the flexibility to travel up to 75% of the time across the UK, with our London office serving as your home base.

You should apply if: 

• You want to impact the industries that run our world: Your efforts will result in real-world impact - helping to keep the lights on, get food into grocery stores, and most importantly, ensure workers return home safely.


• You have an innate curiosity about how businesses work: One day you’ll meet with someone in waste management and the next you may be learning about the inner workings of a food distribution center. Our top sales team members seek to learn the ins and outs of the businesses they support in order to make a larger impact. 


• You build genuine relationships with your customers: The industries we serve have relied on pen-and-paper solutions for years and haven’t been met with the type of technology we offer. Our customer's value earned trust and human relationships built over time.


• You want to be with the best: Samsara’s high-performance culture means you’ll be surrounded by the best and challenged to go farther than you have before. 


• You are a team player: At Samsara, sales is a team sport. We help each other out by sharing best practices and focusing on winning as a team.

In this role, you will: 

• Demonstrate the value proposition of Samsara’s products and services along with the platform's core capabilities on-site, remotely via webinar sessions, or at field events such as conferences and trade shows.


• Facilitate live proof-of-concept trials for prospective customers including hardware installation in and around vehicles and/or equipment ensuring prospects understand - and are fully utilising - the Samsara platform.


• Work closely with Product Management, and other relevant teams, to help develop the Samsara platform.


• Respond to functional and technical elements of RFIs/RFPs.


• Be organised and analytical, and eliminate sales obstacles using creative and adaptive approaches.


• Demonstrate comfort working for a dynamic technical organisation with a fast-growing partner and customer base.


• Remain highly available to Sales and cross-functional teams, making a measurable impact on Sales and product development in your region, and contributing to SE Team enablement.


• Be a dynamic contributor on both Sales and SE Team internal communications channels.


• Partner with account executives to plan, prepare, and execute strategic deals in complex sales cycles.


• Discover customer processes, needs and pain, translate that understanding to become a welcomed trusted advisor.


• Successfully match customer pain points and required capabilities to proposed solutions.


• Contribute to the team via technical and industry knowledge, training, etc.


• Champion, role model, and embed Samsara’s cultural principles (Focus on Customer Success, Build for the Long Term, Adopt a Growth Mindset, Be Inclusive, Win as a Team) as we scale globally and across new offices.

Minimum requirements for the role:

• 5+ years of experience in customer-facing roles and 3+ years of pre-sales experience


• Experience with Enterprise sales cycles or equivalent


• Consistent track record selling complex solutions


• Clinical execution of discovery, through to POV, and technical win. 


• Understand and appreciate value selling, and MEDDICC, Command of the Message. 

An ideal candidate also has:

• Previous hands-on experience with customer evaluations and deployments


• Well-versed in one of the following: cloud software, IOT, networking, SaaS, automation, and control systems


• Experience with integration projects. At minimum comprehend RESTFul APIs. A plus for scripting (Python, javascript, etc.) experience


• IoT, hardware gadgets, vehicles, or general tinkering experience (work or hobby) a plus


• Experience working with Fleet, Logistics, Supply Chain, Telematics, Manufacturing, or general operations background a plus