Senior Pipeline Programs Manager

About the role

You will own the full lifecycle of programs from insight to execution. You'll diagnose pipeline gaps, design the outbound strategies to close them, align a broad cross-functional team to deliver with consistency, and measure impact relentlessly. You will be the connective tissue between Sales, Marketing, Enablement, and BizOps — and a force multiplier for Samsara’s ADR and AE organizations.

Responsibilities

• Own Program Strategy & Design: Identify pipeline gaps across segments and design outbound programs (pipegen, pipe progression) to address them. Develop repeatable, scalable sales plays that can be activated across AE, ADR, Specialist AE, and CSM teams.
• Drive Cross-Functional Alignment: Serve as “the glue” for GTM teams across Sales, Enablement, Marketing, and Operations. Lead XFN planning calls, drive accountability of cross-functional stakeholders to meet deadlines, surface risks proactively, and keep programs on track from kickoff to post-program analysis.
• Execute with Operational Rigor: Manage the full program lifecycle end-to-end — target account selection, last-mile field engagement, comms strategy, take rate optimization, and results readout. Build and maintain centralized program trackers and enforce consistency across program types and segments.
• Analyze & Iterate: Diagnose business hotspots and pipeline health signals. Set program targets, track impact in real time, and translate data into clear recommendations for what’s working, what isn’t, and where to double down.
• Build for Scale with AI: Find new ways of working using AI — build Skills to automate repetitive processes, design Apps to streamline tracking and reporting, and share innovations with the broader team to elevate everyone’s output.
• Champion Samsara’s Culture: 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

• Experience: 7+ years in Sales Programs, Revenue Programs, GTM Strategy, Sales Operations, or a closely related field within a high-growth SaaS or technology environment.
• Program Design & Delivery: Proven track record designing and executing outbound sales programs that demonstrably moved pipeline metrics. Comfortable owning a program from blank-page strategy to post-event analysis.
• Cross-Functional Leadership: Demonstrated ability to align and drive accountability across Sales, Marketing, Enablement, and Operations without direct authority. Experience leading XFN planning calls and managing up.
• Data-Driven Decision Making: Strong analytical instincts — can read pipeline health signals, set coverage targets, build propensity-to-buy account lists, and design feedback loops to iterate on program performance.
• Executive Communication: Skilled at translating complex program performance data into clear narratives for Sales leadership. Confident building and presenting QBR decks and program readouts.
• Salesforce Proficiency: Advanced SFDC reporting and dashboard skills; able to self-serve pipeline and program health data without relying on a dedicated analyst for day-to-day queries.
• AI Fluency: Hands-on experience building AI-powered tools or workflow automations — bonus points for Claude, Salesforce Einstein, or similar platforms