Specialist Seller - Enterprise Select AI Products
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 Team
This emerging team will report into a Product Specialist - Sales Director and consist of specialist sellers aligned by segment and product. AEs on the team are charged with Samsara Connected Maintenance, and will be incentivized on growth targets across a single AVP org. Sellers will drive growth through strategic, high-value deal execution; establishing the business case for emerging products at flagship reference customers; and cross-functionally partnering to establish the infrastructure and resources for other AEs across the segment to be successful.
This is a remote position open to candidates residing in the United States.
You should apply if:
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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.
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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 public utility. Our top sales team members seek to learn the ins and outs of the businesses they support in order to make a larger impact.
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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.
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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.
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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:
- Co-develop an emerging product pipeline with AEs across major Pub Sec accounts
- Drive pilot strategy and success metrics for early adoption
- Own executive-level discovery and storytelling for emerging SKUs
- Partner with GTM and Product to feed back insights and shape roadmap
- Develop Executive-Level relationships within strategic, named accounts
- Drive Maintenance sales cycles end-to-end, from prospecting and qualification to close
- Demonstrate excellent solution-based sales process in complex sales campaigns
- Build frameworks, assets, and insights that scale across the sales org
- 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:
- 5+ years in complex, full-cycle enterprise solution sales
- Proven track record of consistent quota over-achievement in complex accounts and $500k+ ARR transactions
- Experience working with line of business stakeholders in SLED/Government entities
- Willing and comfortab