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Salary: USD 350,000 - 350,000 / 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.
You will lead go-to-market execution for Samsara's Tracking Label, a newly launched supply chain visibility product, across the largest and most strategic US Enterprise accounts. This specialist role sits at the top of Samsara's Enterprise motion, partnering with Enterprise Select+ Account Executives to bring near-real-time shipment visibility and cargo security to Fortune 500 shippers, 3PL providers, and logistics operators.
The problem you're solving is real: cargo theft and shipment blind spots cost U.S. businesses an estimated $35B annually. You will architect and close enterprise-scale Tracking Label deployments—from single-lane pilots to global, multi-site rollouts—across Samsara's largest accounts. You'll build business cases that survive Procurement, Legal, and InfoSec scrutiny, navigate complex multi-stakeholder enterprise procurement to close 6- and 7-figure multi-year contracts, and drive high-touch pilot strategy that converts early adoption into company-wide standards.
You'll also partner with Product and GTM leadership to feed field insights back into the roadmap, shaping how Tracking Label evolves. As part of a specialist team reporting to a Sales Director, you'll build frameworks and playbooks that enable the broader Enterprise Select+ team to replicate your wins at scale. This is a "Version 1.0" role—you'll write the enterprise playbook for a newly launched product category, not just execute an existing one.
The role is fully remote, open to US-based candidates, and requires travel to customer sites and executive briefings as needed.
**Requirements:**
- 7+ years of complex, full-cycle Enterprise sales experience, majority spent selling into large, strategic (Enterprise Select+ / Fortune 500-caliber) accounts
- Proven track record of consistent quota over-achievement, including multiple $750K+ ARR transactions
- Demonstrated success navigating 6- and 7-figure, multi-year deals involving multiple stakeholders (Legal, Procurement, InfoSec, C-Suite)
- Experience selling a newly launched product or category into an existing enterprise motion, where the playbook is still being written
- Excellent executive presence and communication skills with proven ability to influence VP- and C-suite-level stakeholders
- Ability to travel to customer sites and executive briefings as needed
**Ideal Candidate Also Has:**
- Direct experience selling supply chain visibility, asset/freight tracking, IoT, telematics, or cargo security solutions
- Experience operating in a specialist/overlay model, co-selling with senior Enterprise AEs on named, whale-sized accounts
- 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 helping shape product roadmap and go-to-market motion for a nascent product line
