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Salary: USD 137,200 - 245,000 / annual
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 serves agriculture, construction, field services, transportation, and manufacturing—industries representing over 40% of global GDP.
This is a defining opportunity for a Principal Product Manager to build the monetization platform that brings every new Samsara product to market. Samsara is launching a generation of products with novel pricing models: AI agents billed on usage and products billed on outcomes they deliver. Before customers can buy any of them, each product must be packaged, metered, rated, entitled, and invoiced. Today that work is rebuilt product by product; you will make it a platform.
You will own two critical numbers: time to market (measured from beta to general availability) and margin on the products you help launch. Margin belongs in this role because consumption products carry unit costs that licensed software does not. Pricing one profitably means knowing what it costs to serve per customer and per unit of usage, and putting that number in front of the people making pricing decisions.
You will build the monetization primitives every product team depends on and shape what Samsara charges for and how it bundles offerings. You will work across the full product suite, from fleet and equipment to AI products built on top of them.
Key responsibilities include: owning the monetization platform that carries products from beta to general availability (packaging, entitlements, metering, rating, provisioning); owning time to market and margin targets, instrumenting both, and improving them launch over launch; defining how Samsara prices consumption and outcomes, including agent usage, MCP and API access, and products billed on results; making unit economics visible at the point of decision so teams see what a product costs to serve before setting its price; building each primitive once so product teams ship commercial changes without reinventing metering or entitlement logic; partnering with Finance, Sales Operations, and Revenue Systems to keep what you build billable, reportable, and auditable; and championing Samsara's cultural principles as the company scales globally.
This is a remote position open to candidates residing in the US, with a requirement to work North American Eastern Time to collaborate with engineers based in Europe.
**Requirements:**
- 7+ years of product management experience shipping products used by external customers
- A record of owning a business or product metric and changing its trajectory, with a before-and-after case study
- Experience building platform or infrastructure products that other product and engineering teams depend on, including at least one taken from zero to one
- Technical depth sufficient for engineers to treat you as a peer: a degree in Computer Science or Engineering, prior experience as an engineer, or demonstrated fluency in system architecture trade-offs
- Comfort with unit economics; ability to reason about cost to serve, gross margin, and how pricing models affect both
- Executive-level communication and presence; comfortable presenting and defending strategy to the CEO, CFO, and customers
- Based in a North American time zone
Ideal candidates also have: experience with usage-based or consumption pricing in any industry; prior work on entitlement, metering, or billing infrastructure; experience launching AI products where inference cost materially affects gross margin; and a track record of convincing other product teams to adopt a platform instead of building their own.
