Sales Engineer 4 - Associate Specialist

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:

As a Sales Engineer (SE) at Samsara, you’d be part of a diverse group of technically-minded folks working together to bring our unique connected operations technology to customers. Our daily customer engagements include conversations around logistics/supply chain management, fleet maintenance strategies, global asset management, machine control systems/diagnostics, system integration, and regulatory compliance. This means a successful SE at Samsara will develop a thorough understanding of IoT hardware and sensors, hands-on installation/deployment scenarios, carrier networks, cloud infrastructure, and third-party system integrations (via our open API) to ensure the proper technical solution is presented to our customers.

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:

• Drive GTM Strategy for Emerging Tech: Act as the primary technical authority for new products entering the Mid-Market segment, ensuring the sales motion is repeatable and scalable.


• Bridge Product & Field Engineering: Serve as a high-frequency feedback loop between Product Management and the SE Org, translating technical edge cases into product requirements and beta opportunities.


• Master the "Command of the Message": Enable Account Executives (AEs) and SEs to lead with value-based discovery, helping them pivot from "features" to "strategic outcomes" for new technologies.


• Scale Technical Knowledge: Create and deliver high-impact enablement content, including "Golden Demo" environments, technical whitepapers, and competitive battlecards for the MM sales tier.


• Operationalize Adoption: Track the technical health of new product launches by monitoring proof-of-concept (POC) success rates and identifying common friction points in the deployment process.

Minimum requirements for this role:

• Technical Foundation: BS in Engineering (Electrical, CS, Mechanical, Industrial) or equivalent practical experience in industrial IoT or SAAS space.


• Pre-Sales Excellence: 2+ years of experience in a customer-facing technical role (SE, Solutions Architect, customer/product support, or equivalent).


• Strategic Sales Acumen: Familiarity with structured sales methodologies (e.g., Command of the Message, MEDDPICC) and the ability to coach others on these concepts.


• Technical Aptitude: You possess a strong technical curiosity and the ability to quickly master new physical technologies, whether that’s vehicle diagnostics (OBD-II/J1939), industrial sensors, or API workflows. You are comfortable moving between the "physical" world of hardware and the "digital" world of cloud software.


• Project Leadership: Ability to manage cross-functional initiatives without direct authority, specifically moving products from "Early Access" to "General Availability."


• Communication: Exceptional ability to distill complex "bleeding edge" technology into clear, value-driven narratives for C-suite stakeholders.


• Travel & Flexibility: Ability to travel up to 25% for customer onsites, product testing, and internal "Sprints."


• Remote Collaboration: Demonstrated ability to thrive in a remote-first environment while maintaining tight alignment with a global SE and Product organization.

An ideal candidate also has:

• Experience with APIs and/or scripting languages like Python.


• Basic understanding of electronics and electrical systems.


• Familiarity with Databricks (Spark, Delta Lake, MLflow).


• Strong experience with operational IoT concepts like fleet routing, commercial navigation, commercial trucking fleets, logistics, and workforce management