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Samsara (NYSE: IOT) is the pioneer of the Connected Operations Cloud, a platform enabling organizations dependent on physical operations to harness IoT data for actionable insights. The company helps improve safety, efficiency, and sustainability across agriculture, construction, field services, transportation, and manufacturing—industries representing over 40% of global GDP.
As an Account Executive in Mid Market, you will drive new business development for mid-sized customers, bringing IoT solutions to organizations that have traditionally relied on legacy systems. Typical deal sizes range from $20k to $100k ACV, involving proof-of-concepts, multi-stakeholder engagement, trial management, complex pricing negotiations, and executive-level selling.
You will be responsible for full-cycle sales: prospecting, pipeline building, discovery, solution design, negotiation, and closing. Success requires deep curiosity about how businesses operate—one day you might work with waste management companies, the next with food distribution centers. You'll need to become fluent in customer industries, understand their operational challenges, and articulate how Samsara's Video-Based Safety, Vehicle Telematics, Apps & Driver Workflows, and Equipment Monitoring solutions drive measurable ROI.
The role requires approximately 25% travel to meet customers in the field. You'll be part of a high-performance sales culture at a recently public company, with autonomy to build your territory and impact.
Ideal candidates have 2+ years of full-cycle, closing sales experience with a track record of independently closing deals larger than $10k ACV. You thrive on constant prospecting, build genuine relationships based on earned trust, and are committed to continuous learning in complex B2B enterprise sales.
