Director, GTM Business Operations

About the role

The Business Operations team’s mandate is to own the end-to-end understanding of our business in each of our vertical markets and set the strategy for how to grow it over the next three years. We identify the strategic levers for growth, align cross-functional teams, and drive towards high impact outcomes. We report to executive and C-level leadership on the health and priorities of each market and act as trusted advisors and thought partners to our sales leaders. Each team member is an expert on their respective market across Samsara’s end-to-end business and is empowered to identify and drive the levers for the next wave of growth. We’re defined by our insatiable curiosity and our ownership mindset.

Responsibilities

• Act as the strategic owner of the Commercial and Mid-market business segments, developing a deep understanding of customer segments, sales performance, product-market fit, competitive landscape, and operational drivers to identify key levers for growth.
• Represent the voice of the Commercial and Mid-market business segments, synthesizing field feedback and market intelligence to inform broader company strategy, product roadmap decisions, and customer-facing programs.
• Drive and track the execution of cross-functional investments within the business.
• Lead complex strategic projects with urgency and clarity, such as new segment launches or field productivity improvements.
• Work iteratively and with urgency to drive value quickly.
• Serve as the trusted advisor to Commercial and Mid-market business sales leadership, supporting annual and quarterly planning, territory design, goal setting & forecasting, performance reviews, sales metrics, and in-quarter execution to help teams consistently beat targets.
• Develop executive-ready presentations and recommendations, regularly briefing senior leadership and influencing high-impact decisions at the company-wide level.
• Identify and recommend improvements to optimize sales performance and help Sales leaders hit their number.
• Own the rhythm of the business, including quarterly business reviews, monthly market updates, annual planning, and forecasting processes with a focus on insights, decision-making, and accountability.
• Own your own analytics and insights, independently pulling and transforming data across multiple sources (e.g., Salesforce, Databricks, Gong, Tableau) to uncover trends, diagnose root causes, and support data-driven decision making—bringing both technical rigor and business acumen to your analyses.
• Leverage AI and automation tools to accelerate impact, using capabilities such as AI-driven forecasting, workflow automation, and generative insights to improve operational efficiency, reduce manual effort, and uncover new growth opportunities faster than ever before.
• 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

Requirements

• 10+ years of experience in Consulting, Strategy, Finance, Business Operations, or Sales Strategy & Operations
• Ownership mindset with willingness to shape end-to-end outcomes of the market
• Experience in building trusting relationships and influencing others (incl. executive audiences)
• Experience working with executive leadership and partnering with sales leadership
• Highly organized with exceptional attention to detail and the ability to manage multiple projects on a tight deadline
• Strong analytical and logical reasoning skills; deep sense of curiosity
• Strong bias for action
• Able to convey complex ideas in a clear, concise manner both verbally and in writing
• Able to coach and grow a team of highly motivated, highly skilled business operations associates and managers
• Bachelor’s degree

Qualifications

• MBA preferred
• Experience at a high-growth B2B AI or SaaS company
• Has worked across large and dynamic markets
• Experience working with large data sets and leveraging Databricks, BigQuery, SQL, or similar is very helpful