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Salary: USD 222,400 - 278,000 / 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 helps improve safety, efficiency, and sustainability across agriculture, construction, field services, transportation, and manufacturing.
You will lead go-to-market execution for Samsara's Tracking Label—a newly launched supply chain visibility product—across US Enterprise Private Core accounts. This is a specialist seller role focused on driving product adoption and pipeline velocity for a product addressing cargo theft and shipment blind spots that cost US businesses an estimated $35B annually.
As a Specialist Seller, you will partner with Enterprise Core Account Executives to identify high-value accounts, build business cases that secure buy-in from Supply Chain, Operations, Security, and Procurement stakeholders, and drive pilot-to-rollout motions repeatedly. You'll navigate complex multi-stakeholder procurement processes, develop pilot strategies that convert early adoption into repeatable deployments, and partner with Product and GTM leadership to feed field insights back into the roadmap. You'll also build frameworks, playbooks, and enablement assets that scale Tracking Label success across the specialist team.
This role reports to a Sales Director and is part of a specialist team aligned by segment and product. Success is measured against quarterly product sales targets mapped to your segment and geography. The role is fully remote, open to US-based candidates, with travel to customer sites as needed.
Requirements:
- 3+ years of complex, full-cycle Enterprise or SaaS sales experience
- Proven track record of consistent quota over-achievement, including $250K+ ARR transactions
- Demonstrated ability to navigate multi-stakeholder deals involving Legal, Procurement, and InfoSec
- Comfort selling newly launched products where the playbook is still being written
- Strong executive presence and communication skills to influence director- and VP-level stakeholders
- Ability to travel to customer sites as needed
Ideal candidates also have:
- Experience selling supply chain visibility, asset/freight tracking, IoT, telematics, or cargo security solutions
- Experience in specialist/overlay models, co-selling alongside Enterprise AEs
- Domain knowledge of logistics, 3PL, freight, manufacturing, or retail distribution operations
- Familiarity with MEDDPICC and/or Command of the Message sales frameworks
- Track record of ramping quickly on new products and turning early wins into repeatable motions
