Manager, SMB

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:

Samsara is seeking an Inside Sales Manager to join our passionate, high energy, and fast moving sales team. You’ll lead and support our Account Executives focusing on small to mid-sized organizations. You will have a consistent track record of ability to hire, develop, and lead an inclusive, engaged, and high performing team.

Stephanie Fennell is the hiring manager for this role.

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 innate curiosity in 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 focus on winning as a team.

In this role, you will: 

• Coach a team of ~8 account executives on sales strategy, pipeline reviews and achieve quarterly targets


• Hire new account executives and provide both onboarding and ongoing coaching to ensure their growth and success


• Work cross-functionally to strategically solve problems and project manage


• Create content for ongoing training and development


• Support account executives through professional development plans


• Provide clear and tactical feedback to account executives
  Further culture within the team and commercial organization with high emotional intelligence


• 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


• Hire, develop and lead an inclusive, engaged, and high-performing team

Minimum requirements for the role:

• 3+ years sales experience, with proven performance owning a complex selling motion from prospecting through close


• 1-2+ years preferred experience managing a team


• Experience selling full-cycle sales


• Strong track record of overachievement with experience in coaching a team on outbounding 


• Understanding of complex sales cycles involving multiple decision makers, multiple products, and extended time-frames 


• Excellent communication skills and comfortable with public speaking 


• Strong interpersonal and team management skills


• Self-starter and adaptable to change  


• Continued growth mindset to learn a unique industry 


• Proficient in data driven decision making 


• Ability to provide upwards feedback 


• Familiarity with SFDC