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 Role:
Samsara is seeking a high-impact, strategic seller to lead the go-to-market execution for our newest frontier: AI Products. As an Enterprise Specialist (Overlay), you will partner with our Account Executives (AEs) to build deep partnerships with our largest, most complex accounts. You aren't just selling a tool; you are pioneering GTM, ensuring our customers realize continuous value from AI-driven automation.
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 mapped to 1 or more regional directors for mainline sellers in the segment. Product Specialist sellers drive growth through strategic, high-value deal executing and enabling the segment overall 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’re meeting with a VP of Operations in waste management; the next, you’re diving into the logistics of a global food distributor. You seek to understand the "unit of value" for every customer.
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You are an AI pragmatist: You understand that AI Products are about outcomes, not just "cool tech." You can translate LLM and agentic capabilities into tangible safety and efficiency gains for the physical world.
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You build genuine, high-stakes relationships: Our customers operate in "boots-on-the-ground" industries. They value earned trust and partners who understand their operational realities.
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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: In an overlay role, your success is tied to the success of the broader account team. You lead through influence, not just authority.
In this role you will:
- Architect deals that align Samsara ’s AI Products value with customer use cases to provide maximum value and return on investment
- Co-develop new product pipeline with ADRs/AEs across high potential “AI-ready” accounts
- Drive high-touch pilot strategy and success metrics for early adoption
- Partner with GTM and Product to feed back insights and help shape roadmap
- Build frameworks, assets and insights that scale across the sales org
. Minimum requirements for the role:
- 5+ years in complex, full-cycle Enterprise sales.
- 2+ years of direct experience selling in AI-based commercial models (e.g., Snowflake, AWS, Twilio, or AI-native platforms).
- Proven Track Record: