Specialist Seller - Enterprise

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 a high-impact enterprise seller to bring our newest product lines to market at scale (Asset Tags, Fleet Apps, Multi-cam). This is a strategic overlay role working in partnership with our most senior Account Executives (AEs) across Select & Strategic accounts. You will lead the charge in scaling early-stage products, influencing GTM, and defining budget strategies within some of our largest customers.

About the Team

This emerging team will report into a Regional Sales Director (RSD) and consist of specialist sellers aligned by segment and product. AEs on the team are charged with the growth of one of two product focuses to start (Asset Tags or Fleet Apps), and will be incentivized on growth targets across a single AVP org. Sellers will drive growth through strategic, high-value deal execution; establishing the business case for emerging products at flagship reference customers; and cross-functionally partnering to establish the infrastructure and resources for other AEs across the segment to be successful.

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

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: 

• Co-develop an emerging product pipeline with AEs across major accounts


• Drive pilot strategy and success metrics for early adoption


• Own executive-level discovery and storytelling for emerging SKUs


• Partner with GTM and Product to feed back insights and shape roadmap


• Build frameworks, assets, and insights that scale across the sales org


• 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 in complex, full-cycle enterprise sales


• Proven track record of consistent quota over-achievement in complex accounts and $500k+ ARR transactions


• Demonstrated success with 6- and 7-figure deals


• Clear, confident communicator with strong customer instincts


• Demonstrated entrepreneurial spirit and ability to lead through influence

An ideal candidate also has:

• Overlay or new product launch experience


• Experience working with Product and Marketing to influence GTM strategy


• Ability to operate in strategic partnership with senior AEs and account teams


• Comfort in presenting to and influencing C-suite executives