Specialist Seller, Mid-Market

Samsara (NYSE: IOT) is the pioneer of the Connected Operations™ Cloud, a platform that enables organizations that depend on physical operations to harness IoT data to develop actionable insights and improve their operations. We help improve the safety, efficiency, and sustainability of the physical operations that power our global economy, including agriculture, construction, field services, transportation, and manufacturing.

About the Role

Samsara is seeking a high-impact seller to bring our newest product lines to market at scale (Maintenance, Asset Tags, Routing, AI Multicam, etc.). This is an overlay Sales Specialist role working in partnership with our Account Executives (AEs) across Mid-Market accounts. You will lead the charge in scaling new products and influencing GTM for a specific product within the segment.

About the Team

This specialist team reports into a Sales Director (SD) and consists of specialist sellers aligned by segment and product. AEs on the team are charged with accelerating the growth of a new product and will be incentivized on quarterly product sales targets. Product Specialist sellers drive growth through strategic, high-value deal execution and by enabling the segment overall to be successful. This is a remote position open to candidates residing in the United States.

Responsibilities

• Co-develop new product pipeline with ADRs/AEs across key accounts
• Drive pilot strategy and success metrics for early adoption
• Partner with GTM and Product to feed back insights and help shape the roadmap
• Build frameworks, assets, and insights that scale across the sales org

Requirements

• 2+ years in complex, full-cycle SaaS sales
• Demonstrated success with $50k+ deals
• Clear, confident communicator with strong customer instincts
• Demonstrated entrepreneurial spirit and ability to lead through influence

Qualifications

• Overlay or new product launch sales experience
• Experience working with Product and Marketing to influence GTM strategy
• Ability to operate in strategic partnership with senior AEs and account teams
• Comfort in presenting to and influencing VPs, C-Suite Executives, and Owners

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 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.
• You build genuine relationships with your customers: The industries we serve have relied on pen-and-paper solutions for years and value earned trust and human relationships.
• 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.

Pay

Annual on-target earnings (OTE) range for full-time employees for this position is $152,000—$171,000 USD, depending on your city of residence.

Benefits

At Samsara, we provide above-market total compensation through a combination of base salary, performance-based bonus/variable pay, and equity (for eligible roles). Our compensation program is designed to reward high-impact builders, with top performers having the opportunity to earn above-market compensation over time.

• Flexible, employee-led remote model
• Professional development stipend
• Comprehensive health and parental leave plans