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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 serves industries representing over 40% of global GDP—agriculture, construction, field services, transportation, and manufacturing—helping improve safety, efficiency, and sustainability at scale.
The Select Major Accounts team is Samsara's primary engine for enterprise growth in the UK & Ireland, responsible for landing high-value, net-new logos across the region's largest physical operations companies. In this role, you will lead multi-million-dollar, full-cycle sales processes from cold start through close, executing a disciplined qualification playbook, building true C-suite champions, and closing strategic $1M+ ARR deals. This position is built for an elite, strategic Account Executive who thrives in complex, multi-stakeholder environments—equally comfortable navigating IT and lines of business to digitize industries traditionally reliant on legacy systems.
Key responsibilities include developing executive-level relationships within strategic named accounts, owning customer engagements end-to-end from prospecting and qualification to close, demonstrating solution-based sales processes in complex campaigns, mobilizing a large matrix virtual team (Operations, Finance, IT, Solution Engineers, Account Development Representatives), and championing Samsara's cultural principles as the company scales globally.
Samsara combines the agility of a high-growth startup with the market authority of a public company and momentum of a hyper-scale tech leader. The company has scaled past $2.1B+ ARR with 30%+ YoY global growth, backed by $2.8B+ in R&D investment. EMEA remains 99% greenfield opportunity within a $160B+ global TAM for physical operations. This role offers strong upside earning potential, rapid professional growth alongside elite sales talent, and a massive, unpenetrated territory.
While remote working is supported, flexibility is required to travel and visit customers onsite across the UK & Ireland region as needed.
**Requirements:**
- Minimum 7+ years of full-cycle Enterprise-level Account Executive closing expertise, winning complex SaaS deals
- Proven track record of consistent quota over-achievement in complex accounts and $1M+ ARR deal execution
- Demonstrated ability to build and win deals through repeatable outbound prospecting motion (new logo and self-generated pipeline)
- Mastery of playbook methodology-led selling (e.g., MEDDPICC, Command of the Message, Force Management) to quantify genuine business pain
- Proven ability to test and build true champions, access executive buying centers, and engineer compelling events
- Team player with collaborative mindset and coachable growth orientation
**Ideal candidate also has:**
- Awards for elite achievement (President's Club, Winner's Circle, Top 10%)
- Passion for transformational technology in world operations
- Excitement about solving new problems in innovative ways
