Manager II, Deal Desk

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.

About the role:

At Samsara, the Deal Desk's mission is to secure durable and efficient growth for the company through best-in-class, agile and scalable deal governance. The Senior Manager will oversee Samsara’s Deal Desk function for EMEA markets across the UK&I, France, DACH and Benelux, as well as Mexico.

This role will:

• Work closely with senior leadership across Samsara (Sales, Finance, Operations, Accounting, Legal, and Product) to influence the deal portfolio, complex deal outcomes and achieve corporate financial goals across EMEA plus Mexico markets and segments.


• Design and maintain policies, commercial strategies and downstream processes to support assigned Sales segments, while also partnering cross-functionally to shape and close complex deals. 


• Foster a fulfilling and inclusive work experience by hiring, managing and developing a high-performing team. 


• Be highly visible and contribute directly to Samsara’s business performance and success. 

This is a remote position open to candidates residing in the UK.

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 customers 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: 

• Achieve corporate financial outcomes by providing thought leadership and influencing both high-volume Mid Market and complex Enterprise transactions


• Demonstrate operational excellence, and help evolve processes and system requirements to provide a streamlined Sales and Customer experience at scale


• Partner with Sales and Finance leadership to inform and execute against an aligned deal strategy, including pricing, payment structures, commercial terms, legal and product considerations


• Refine and improve the deal review process, documentation and systems applied to standard and non-standard transactions, in collaboration with Sales, Sales Operations, IT and Finance


• Build strong cross-functional partnerships, proactively communicate and iterate on feedback


• Utilize data and real-time reporting to identify areas of improvement, inform solutions, execute initiatives and communicate results


• Hire, develop and lead an inclusive, engaged, and high-performing global team of people managers and individual contributors 


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

Minimum requirements for the role:

• 10+ years of combined experience in Deal Desk, Finance, Sales, Sales Operations, Revenue Operations or equivalent roles


• Demonstrated experience in complex deal negotiations


• Business acumen, ability to translate corporate financial goals into consistent deal support strategy


• Track record of executing multiple strategic programs across an organization, including process improvements, systems enhancements, and enablement


• Demonstrated ability to hire, manage, and develop talent and lead high-performing team


• Ability to effectively identify, prioritize and manage initiatives leveraging an OKR system across a global team


• Ability to work with senior management and Enterprise Customers, distill key concepts, and influence business choices 


• Strong written and verbal communication skills


• Ability to synthesize data into actionable insights, make data-driven conclusions and establish recurring reporting to monitor performance


• Proficiency in CRM, CPQ and CLM tools and familiarity with downstream systems (eg, ERP, reporting visualizations)

An ideal candidate also has:

• Experience managing a Deal Desk or Commercial Management team within a high-growth SaaS business at scale ($1 billion + ARR) 


• Proficient in deal management, contract management and pricing optimization


• Proficiency in Salesforce and NetSuite