Director, GTM Data Governance & Strategy

About the role

Samsara's go-to-market engine runs on data. As we scale globally, the quality, clarity, and accessibility of that data directly impacts rep productivity, forecast accuracy, customer experience, and revenue growth.

Responsibilities

• Own the health and performance of GTM data systems
• Improve data accuracy, completeness, and reliability across Salesforce and adjacent GTM systems
• Identify root causes of data breakdowns and implement durable fixes
• Establish clear ownership models and enforcement mechanisms for critical fields and processes
• Turn data governance into business impact
• Define and track KPIs that connect data quality to pipeline visibility, forecast accuracy, and sales productivity
• Launch scorecards and reporting that drive behavior change, not just dashboards
• Ensure GTM leaders trust the data used to run the business
• Drive execution, not just strategy
• Translate ambiguous business needs into clear system and process changes
• Personally lead high-priority initiatives from problem definition through rollout and adoption
• When necessary, roll up your sleeves to design workflows, define field structures, and partner directly with systems teams on implementation
• Build scalable operating mechanisms
• Create a prioritization framework for GTM data improvements
• Implement intake and change management processes that balance speed and governance
• Develop repeatable playbooks for launching new data requirements across regions and segments
• Partner across the business
• Work closely with Sales, Marketing, Finance, Systems, and Data Engineering to align on definitions and execution
• Influence executive stakeholders with clarity and data-backed recommendations
• Ensure GTM data strategy supports long-term company scale
• Build and lead a high-performing team
• Hire and develop a team that combines systems thinking with operational execution
• Set a high bar for ownership, speed, and measurable outcomes
• 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 leading GTM, RevOps, or data transformation initiatives in a high-growth SaaS environment
• Demonstrated ownership of large-scale cross-functional initiatives that delivered measurable business impact
• Experience improving and scaling Salesforce (or equivalent CRM) data models in complex organizations
• Strong ability to move from strategy to implementation without losing momentum
• Executive presence with the ability to influence and drive decisions
• Bachelor’s degree or equivalent practical experience