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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 agriculture, construction, field services, transportation, and manufacturing—industries representing over 40% of global GDP.
This is a strategic overlay sales role focused on bringing emerging product lines (Asset Tags, Fleet Apps, Multi-cam) to market at scale. You will work in partnership with senior Account Executives across Select & Strategic accounts, leading the charge in scaling early-stage products, influencing go-to-market strategy, and defining budget strategies within the company's largest customers.
The emerging team reports to a Regional Sales Director and consists of specialist sellers aligned by segment and product. Account Executives focus on growth of one or two product lines and are incentivized on growth targets across a single AVP organization. You will drive growth through strategic, high-value deal execution; establish business cases for emerging products at flagship reference customers; and cross-functionally partner to build infrastructure and resources enabling other AEs across the segment to succeed.
Key responsibilities include co-developing an emerging product pipeline with AEs across major accounts, driving pilot strategy and success metrics for early adoption, owning executive-level discovery and storytelling for emerging SKUs, partnering with GTM and Product to feed back insights and shape roadmap, building frameworks and assets that scale across the sales organization, and championing Samsara's cultural principles as the company scales globally.
You bring 5+ years of complex, full-cycle enterprise sales experience with a proven track record of consistent quota over-achievement in complex accounts and $500k+ ARR transactions. You have demonstrated success with 6- and 7-figure deals, communicate clearly and confidently with strong customer instincts, and possess an entrepreneurial spirit with the ability to lead through influence. Ideally, you have overlay or new product launch experience, have worked with Product and Marketing to influence GTM strategy, can operate in strategic partnership with senior AEs and account teams, and are comfortable presenting to and influencing C-suite executives.
