Sales Engineer II - 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:

Samsara is at the intersection of cloud software, sensor systems, and wireless networks, and seeks passionate Sales Engineers to bring our technology to market.  Samsara builds an extensive set of hardware devices, including battery-powered, wireless environmental sensors, Linux-based IoT gateways, and internet-connected dash cameras as well as an intuitive Dashboard and set of APIs for consuming the sensor data.  Our Field Sales Engineers work in-region alongside our Regional Sales Managers, owning technical pre-sales for our largest and most strategic prospective customers. 

This is a remote position open to candidates residing in the United States. This position requires travel up to 25% of the time.  Relocation assistance is not provided 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 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: 

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


• Successfully match customer pain points and requirements to proposed solutions.


• Establish customer relationships and gain trust throughout and beyond the sales cycle.


• Working in multiple levels of the technology stack.


• Hardware deployment and installation (for POCs).


• SaaS dashboard setup and advanced use.


• Custom reporting and integrations via our API.


• Expected to Mentor other SEs on the team.


• Strong team contributions (technical knowledge, 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:

• Education: Bachelors degree from an accredited university


• Technical Software Sales Professional:  4+ years of selling experience in the enterprise space where you translated customer needs into successful sales outcomes.


• IT Expertise: Deep understanding of security, cloud software, automation, networking, and control systems. 


• Hands-on Problem Solver: Proven ability to diagnose and repair electrical and mechanical systems in a maintenance/shop environment. 


• Solution Architect: You excel at selling complex solutions, and navigating intricate customer evaluations and deployments. 


• Customer Advocate: You analyze customer requirements, prioritize feature requests, and champion collaboration between customers and product teams. 


• Business Acumen: You can develop compelling financial models and business justifications to support your recommendations.


• Project Catalyst: Experience leading complex projects and fostering a collaborative environment where stakeholders are empowered to achieve results. 

An ideal candidate also has:

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


• Knowledge Sharer: Experience with technical enablement and knowledge sharing across teams.


• Adept in Big Data: Familiarity with Databricks (Spark, Delta Lake, MLflow).


• Industry Knowledge: Experience with Routing, Navigation, Commercial Trucking Fleets, and Logistics.


• Global Collaboration: Ability to support North American and European time zones.


• Multilingual Fluency: Proficiency in additional languages (Spanish/French).