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Samsara (NYSE: IOT) is seeking a Director of Field Sales Engineering to build and lead a specialist Sales Engineering team focused on incubating and scaling new products. The company operates the Connected Operations Cloud, a platform enabling organizations in agriculture, construction, field services, transportation, and manufacturing to harness IoT data for operational insights and improvements.
In this role, you will develop and lead a team of specialist Sales Engineers who serve as subject matter experts across emerging and evolving product lines. Your responsibilities include building the operating model and success metrics for new product incubation and scale, hiring and developing an inclusive, high-performing team, and providing clear coaching and technical mentorship.
You will partner closely with Sales, Product, Engineering, and Product Marketing to define go-to-market strategies, technical positioning, and field enablement for new product launches. You'll lead from the front in high-impact customer engagements, serving as an executive sponsor and technical thought leader for strategic opportunities. Your team will develop repeatable technical sales plays and proof-of-value frameworks that accelerate adoption and enable successful transition to mainline sales teams.
Key responsibilities include owning your organization's performance against adoption, pipeline influence, and revenue goals for new products; creating structured feedback loops between field and Product/Engineering teams to influence roadmap prioritization; ensuring alignment between specialist SEs, mainline SEs, and broader GTM teams; and championing Samsara's cultural principles (Focus on Customer Success, Build for the Long Term, Adopt a Growth Mindset, Be Inclusive, Win as a Team) as the company scales globally.
The ideal candidate is an experienced Sales Engineering leader who thrives in ambiguity and has a proven track record of launching new technical solutions into enterprise and mid-market segments. You are equally comfortable engaging executives and diving deep into architecture, integrations, and deployment strategy, with a focus on driving measurable adoption and revenue impact.
